{"version":"1.0.0","segments":[{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"Hi, everyone, we've"},{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"set up this being an engineer"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"podcast as an industry knowledge"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"repository, if you will, we hope"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"it'll be a tool where engineers"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"can learn about and connect with"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"other companies, technologies,"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"people, resources and"},{"speaker":"Presenter","startTime":13.83,"endTime":17.76,"body":"opportunities. So make some"},{"speaker":"Presenter","startTime":13.83,"endTime":17.76,"body":"connections and enjoy the show."},{"speaker":"Julie Schulte","startTime":18.3,"endTime":20.28,"body":"I actually went"},{"speaker":"Julie Schulte","startTime":18.3,"endTime":20.28,"body":"back to the CEO and I said, this"},{"speaker":"Julie Schulte","startTime":20.28,"endTime":22.62,"body":"is our vision, like that was a"},{"speaker":"Julie Schulte","startTime":20.28,"endTime":22.62,"body":"PowerPoint, this solution"},{"speaker":"Julie Schulte","startTime":22.62,"endTime":24.36,"body":"doesn't exist. And he said,"},{"speaker":"Julie Schulte","startTime":22.62,"endTime":24.36,"body":"Yeah, you guys will figure it"},{"speaker":"Julie Schulte","startTime":24.36,"endTime":26.43,"body":"out. You've been in the industry"},{"speaker":"Julie Schulte","startTime":24.36,"endTime":26.43,"body":"forever. You're passionate about"},{"speaker":"Julie Schulte","startTime":26.43,"endTime":29.37,"body":"it. Just go get it done. And so"},{"speaker":"Julie Schulte","startTime":26.43,"endTime":29.37,"body":"we were like, if we cash this"},{"speaker":"Julie Schulte","startTime":29.37,"endTime":31.05,"body":"check, there is no turning back."},{"speaker":"Aaron Moncur","startTime":45.01,"endTime":47.62,"body":"Hello, and welcome"},{"speaker":"Aaron Moncur","startTime":45.01,"endTime":47.62,"body":"to another wonderful episode of"},{"speaker":"Aaron Moncur","startTime":47.62,"endTime":51.4,"body":"The being an engineer Podcast."},{"speaker":"Aaron Moncur","startTime":47.62,"endTime":51.4,"body":"Today, we're speaking with Julie"},{"speaker":"Aaron Moncur","startTime":51.4,"endTime":56.47,"body":"Sheltie, who is co founder and"},{"speaker":"Aaron Moncur","startTime":51.4,"endTime":56.47,"body":"CEO at Chamfr, where their goal"},{"speaker":"Aaron Moncur","startTime":56.5,"endTime":58.84,"body":"is to help make product"},{"speaker":"Aaron Moncur","startTime":56.5,"endTime":58.84,"body":"development faster, like"},{"speaker":"Aaron Moncur","startTime":58.84,"endTime":62.08,"body":"connecting engineers with"},{"speaker":"Aaron Moncur","startTime":58.84,"endTime":62.08,"body":"suppliers of medical components."},{"speaker":"Aaron Moncur","startTime":62.29,"endTime":65.08,"body":"If you are an engineer in the"},{"speaker":"Aaron Moncur","startTime":62.29,"endTime":65.08,"body":"medical device space, this"},{"speaker":"Aaron Moncur","startTime":65.08,"endTime":68.89,"body":"episode is definitely for you,"},{"speaker":"Aaron Moncur","startTime":65.08,"endTime":68.89,"body":"Julie, welcome. And thank you so"},{"speaker":"Aaron Moncur","startTime":68.89,"endTime":70.24,"body":"much for being on the show."},{"speaker":"Julie Schulte","startTime":70.93,"endTime":72.52,"body":"Thanks, Aaron."},{"speaker":"Julie Schulte","startTime":70.93,"endTime":72.52,"body":"Excited to be here."},{"speaker":"Aaron Moncur","startTime":73.33,"endTime":75.82,"body":"So we're gonna"},{"speaker":"Aaron Moncur","startTime":73.33,"endTime":75.82,"body":"talk a lot about Chamfr. And how"},{"speaker":"Aaron Moncur","startTime":76.21,"endTime":79.69,"body":"engineers benefit from Chamfr."},{"speaker":"Aaron Moncur","startTime":76.21,"endTime":79.69,"body":"Before we get into that, can you"},{"speaker":"Aaron Moncur","startTime":79.69,"endTime":82.36,"body":"tell us a little bit about your"},{"speaker":"Aaron Moncur","startTime":79.69,"endTime":82.36,"body":"background? What What were you"},{"speaker":"Aaron Moncur","startTime":82.36,"endTime":84.31,"body":"doing prior to Chamfr?"},{"speaker":"Julie Schulte","startTime":84.57,"endTime":87.66,"body":"Sure, I've been"},{"speaker":"Julie Schulte","startTime":84.57,"endTime":87.66,"body":"in the med device space for 20"},{"speaker":"Julie Schulte","startTime":87.66,"endTime":90.96,"body":"years, almost exclusively in"},{"speaker":"Julie Schulte","startTime":87.66,"endTime":90.96,"body":"contract manufacturing. So the"},{"speaker":"Julie Schulte","startTime":90.96,"endTime":93.81,"body":"first 10 years of my career, I"},{"speaker":"Julie Schulte","startTime":90.96,"endTime":93.81,"body":"was actually selling to"},{"speaker":"Julie Schulte","startTime":93.81,"endTime":97.77,"body":"engineers. The last 10 years of"},{"speaker":"Julie Schulte","startTime":93.81,"endTime":97.77,"body":"my career, I was leading Sales"},{"speaker":"Julie Schulte","startTime":97.77,"endTime":100.59,"body":"and Marketing for contract"},{"speaker":"Julie Schulte","startTime":97.77,"endTime":100.59,"body":"manufacturing companies and"},{"speaker":"Julie Schulte","startTime":100.59,"endTime":102.12,"body":"various C suite roles."},{"speaker":"Aaron Moncur","startTime":102.73,"endTime":106.96,"body":"Okay, so if at"},{"speaker":"Aaron Moncur","startTime":102.73,"endTime":106.96,"body":"some point, you decide that you"},{"speaker":"Aaron Moncur","startTime":106.96,"endTime":109.15,"body":"either want to stop doing what"},{"speaker":"Aaron Moncur","startTime":106.96,"endTime":109.15,"body":"you were doing, or you want to"},{"speaker":"Aaron Moncur","startTime":109.15,"endTime":111.88,"body":"start doing something new, and"},{"speaker":"Aaron Moncur","startTime":109.15,"endTime":111.88,"body":"maybe some combination of the"},{"speaker":"Aaron Moncur","startTime":111.88,"endTime":114.79,"body":"two, how did Chamfr come to be?"},{"speaker":"Julie Schulte","startTime":115.3,"endTime":117.01,"body":"Yeah, it was"},{"speaker":"Julie Schulte","startTime":115.3,"endTime":117.01,"body":"definitely a combination of"},{"speaker":"Julie Schulte","startTime":117.01,"endTime":122.74,"body":"both. I was frustrated by not"},{"speaker":"Julie Schulte","startTime":117.01,"endTime":122.74,"body":"being able to service engineers"},{"speaker":"Julie Schulte","startTime":122.74,"endTime":127.03,"body":"at their point of need,"},{"speaker":"Julie Schulte","startTime":122.74,"endTime":127.03,"body":"actually, and had an opportunity"},{"speaker":"Julie Schulte","startTime":127.03,"endTime":130.45,"body":"to start a company because the"},{"speaker":"Julie Schulte","startTime":127.03,"endTime":130.45,"body":"company that we I was working"},{"speaker":"Julie Schulte","startTime":130.45,"endTime":134.08,"body":"for was private equity owned,"},{"speaker":"Julie Schulte","startTime":130.45,"endTime":134.08,"body":"and it divested in 2017, meaning"},{"speaker":"Julie Schulte","startTime":134.08,"endTime":137.62,"body":"we sold the business off to two"},{"speaker":"Julie Schulte","startTime":134.08,"endTime":137.62,"body":"different companies. And at that"},{"speaker":"Julie Schulte","startTime":137.62,"endTime":140.59,"body":"company, which was a large"},{"speaker":"Julie Schulte","startTime":137.62,"endTime":140.59,"body":"contract manufacturer, at the"},{"speaker":"Julie Schulte","startTime":140.59,"endTime":143.71,"body":"time, several 100 million, we"},{"speaker":"Julie Schulte","startTime":140.59,"endTime":143.71,"body":"had started the first single"},{"speaker":"Julie Schulte","startTime":143.71,"endTime":147.46,"body":"vendor e commerce Store in med"},{"speaker":"Julie Schulte","startTime":143.71,"endTime":147.46,"body":"device, and people thought we"},{"speaker":"Julie Schulte","startTime":147.46,"endTime":151.48,"body":"were crazy. But having grown up"},{"speaker":"Julie Schulte","startTime":147.46,"endTime":151.48,"body":"trying to service engineers, I"},{"speaker":"Julie Schulte","startTime":151.48,"endTime":154.75,"body":"knew that they really struggled"},{"speaker":"Julie Schulte","startTime":151.48,"endTime":154.75,"body":"to source low volume components"},{"speaker":"Julie Schulte","startTime":154.75,"endTime":159.43,"body":"early on in the design process."},{"speaker":"Julie Schulte","startTime":154.75,"endTime":159.43,"body":"Conversely, operations struggled"},{"speaker":"Julie Schulte","startTime":159.43,"endTime":162.49,"body":"to make the small volume"},{"speaker":"Julie Schulte","startTime":159.43,"endTime":162.49,"body":"requests and break into"},{"speaker":"Julie Schulte","startTime":162.52,"endTime":166.39,"body":"manufacturing to service them."},{"speaker":"Julie Schulte","startTime":162.52,"endTime":166.39,"body":"So we thought if we created"},{"speaker":"Julie Schulte","startTime":166.42,"endTime":169.78,"body":"components in low volumes, and"},{"speaker":"Julie Schulte","startTime":166.42,"endTime":169.78,"body":"just made them accessible to"},{"speaker":"Julie Schulte","startTime":169.78,"endTime":173.56,"body":"engineers at the click of a"},{"speaker":"Julie Schulte","startTime":169.78,"endTime":173.56,"body":"button, that would accomplish"},{"speaker":"Julie Schulte","startTime":173.56,"endTime":176.47,"body":"both needs that were between the"},{"speaker":"Julie Schulte","startTime":173.56,"endTime":176.47,"body":"service the sellers and the"},{"speaker":"Julie Schulte","startTime":176.47,"endTime":177.16,"body":"buyers,"},{"speaker":"Aaron Moncur","startTime":177.85,"endTime":180.25,"body":"and what what"},{"speaker":"Aaron Moncur","startTime":177.85,"endTime":180.25,"body":"qualifies as low volume."},{"speaker":"Julie Schulte","startTime":181.66,"endTime":184.09,"body":"Any anything an"},{"speaker":"Julie Schulte","startTime":181.66,"endTime":184.09,"body":"engineer needs early on in the"},{"speaker":"Julie Schulte","startTime":184.09,"endTime":187.69,"body":"product development process. So"},{"speaker":"Julie Schulte","startTime":184.09,"endTime":187.69,"body":"I mean, I had several engineers"},{"speaker":"Julie Schulte","startTime":187.69,"endTime":191.14,"body":"saying, I just trying to figure"},{"speaker":"Julie Schulte","startTime":187.69,"endTime":191.14,"body":"out what my actual product, you"},{"speaker":"Julie Schulte","startTime":191.14,"endTime":195.64,"body":"know, needs are and finalize my"},{"speaker":"Julie Schulte","startTime":191.14,"endTime":195.64,"body":"spec. So they were like, Can I"},{"speaker":"Julie Schulte","startTime":195.64,"endTime":199.63,"body":"get one z two z's, you know,"},{"speaker":"Julie Schulte","startTime":195.64,"endTime":199.63,"body":"1020, whatever, just to iterate"},{"speaker":"Julie Schulte","startTime":199.63,"endTime":203.98,"body":"within the r\u0026d Lab, and it's"},{"speaker":"Julie Schulte","startTime":199.63,"endTime":203.98,"body":"really difficult to break into"},{"speaker":"Julie Schulte","startTime":203.98,"endTime":206.95,"body":"manufacturing for that type of"},{"speaker":"Julie Schulte","startTime":203.98,"endTime":206.95,"body":"request. And they were had to"},{"speaker":"Julie Schulte","startTime":206.95,"endTime":210.22,"body":"create a spec, because nothing"},{"speaker":"Julie Schulte","startTime":206.95,"endTime":210.22,"body":"existed when they weren't even"},{"speaker":"Julie Schulte","startTime":210.22,"endTime":212.71,"body":"sure what the spec was. So it"},{"speaker":"Julie Schulte","startTime":210.22,"endTime":212.71,"body":"was sort of a chicken and an egg"},{"speaker":"Julie Schulte","startTime":212.71,"endTime":213.31,"body":"type thing."},{"speaker":"Aaron Moncur","startTime":214.3,"endTime":216.46,"body":"I know, in my own"},{"speaker":"Aaron Moncur","startTime":214.3,"endTime":216.46,"body":"efforts, trying to source"},{"speaker":"Aaron Moncur","startTime":216.46,"endTime":219.76,"body":"things, sometimes I'll find what"},{"speaker":"Aaron Moncur","startTime":216.46,"endTime":219.76,"body":"I think is the perfect part. But"},{"speaker":"Aaron Moncur","startTime":219.76,"endTime":222.73,"body":"they have a minimum order"},{"speaker":"Aaron Moncur","startTime":219.76,"endTime":222.73,"body":"quantity of like, you know, 2000"},{"speaker":"Aaron Moncur","startTime":222.73,"endTime":225.73,"body":"parts or something like that,"},{"speaker":"Aaron Moncur","startTime":222.73,"endTime":225.73,"body":"and I need one or maybe two."},{"speaker":"Aaron Moncur","startTime":227.56,"endTime":232.51,"body":"Yeah, so I definitely get the"},{"speaker":"Aaron Moncur","startTime":227.56,"endTime":232.51,"body":"need there. Sometimes, a"},{"speaker":"Aaron Moncur","startTime":232.51,"endTime":235.33,"body":"supplier would be willing to"},{"speaker":"Aaron Moncur","startTime":232.51,"endTime":235.33,"body":"provide samples, right. But"},{"speaker":"Aaron Moncur","startTime":235.36,"endTime":238.03,"body":"other times, they're like, No,"},{"speaker":"Aaron Moncur","startTime":235.36,"endTime":238.03,"body":"you got it, you got to buy 2000"},{"speaker":"Aaron Moncur","startTime":238.03,"endTime":238.6,"body":"for them. So"},{"speaker":"Julie Schulte","startTime":239.47,"endTime":242.71,"body":"even if they've"},{"speaker":"Julie Schulte","startTime":239.47,"endTime":242.71,"body":"got samples, I actually owned a"},{"speaker":"Julie Schulte","startTime":242.71,"endTime":246.1,"body":"product development consultancy,"},{"speaker":"Julie Schulte","startTime":242.71,"endTime":246.1,"body":"that I had co founded with a"},{"speaker":"Julie Schulte","startTime":246.1,"endTime":249.7,"body":"couple people. It was focused on"},{"speaker":"Julie Schulte","startTime":246.1,"endTime":249.7,"body":"interventional and bio"},{"speaker":"Julie Schulte","startTime":249.7,"endTime":253.48,"body":"electronic spaces, and our"},{"speaker":"Julie Schulte","startTime":249.7,"endTime":253.48,"body":"engineers were trying to get"},{"speaker":"Julie Schulte","startTime":253.48,"endTime":256.93,"body":"small volume components and"},{"speaker":"Julie Schulte","startTime":253.48,"endTime":256.93,"body":"they'd find the supplier and it"},{"speaker":"Julie Schulte","startTime":256.93,"endTime":260.62,"body":"would show that they've got this"},{"speaker":"Julie Schulte","startTime":256.93,"endTime":260.62,"body":"you know, sample locker online"},{"speaker":"Julie Schulte","startTime":260.65,"endTime":262.54,"body":"and they pick up the phone and"},{"speaker":"Julie Schulte","startTime":260.65,"endTime":262.54,"body":"try and call somebody and they"},{"speaker":"Julie Schulte","startTime":262.54,"endTime":264.52,"body":"couldn't get ahold of somebody"},{"speaker":"Julie Schulte","startTime":262.54,"endTime":264.52,"body":"and when they did get a hold of"},{"speaker":"Julie Schulte","startTime":264.52,"endTime":267.43,"body":"somebody they weren't sure where"},{"speaker":"Julie Schulte","startTime":264.52,"endTime":267.43,"body":"the inventory was or if they"},{"speaker":"Julie Schulte","startTime":267.43,"endTime":271.06,"body":"actually had it in stock and so"},{"speaker":"Julie Schulte","startTime":267.43,"endTime":271.06,"body":"just the manual workflow really"},{"speaker":"Julie Schulte","startTime":271.06,"endTime":274.42,"body":"wasn't working efficiently and"},{"speaker":"Julie Schulte","startTime":271.06,"endTime":274.42,"body":"effectively for either side the"},{"speaker":"Julie Schulte","startTime":274.42,"endTime":275.65,"body":"buy or the sell side."},{"speaker":"Aaron Moncur","startTime":277.06,"endTime":278.8,"body":"I don't know if"},{"speaker":"Aaron Moncur","startTime":277.06,"endTime":278.8,"body":"you can speak to this or not but"},{"speaker":"Aaron Moncur","startTime":278.8,"endTime":282.13,"body":"what why is it such a problem?"},{"speaker":"Aaron Moncur","startTime":278.8,"endTime":282.13,"body":"Like why can't suppliers just"},{"speaker":"Aaron Moncur","startTime":282.49,"endTime":288.88,"body":"have a process set up to deliver"},{"speaker":"Aaron Moncur","startTime":282.49,"endTime":288.88,"body":"small volume quantities to r\u0026d"},{"speaker":"Aaron Moncur","startTime":288.88,"endTime":290.62,"body":"teams? What Why is that even an"},{"speaker":"Aaron Moncur","startTime":288.88,"endTime":290.62,"body":"issue?"},{"speaker":"Julie Schulte","startTime":290.62,"endTime":292.15,"body":"Well, they can"},{"speaker":"Julie Schulte","startTime":290.62,"endTime":292.15,"body":"now with Chamfr."},{"speaker":"Aaron Moncur","startTime":294.1,"endTime":296.83,"body":"though before"},{"speaker":"Aaron Moncur","startTime":294.1,"endTime":296.83,"body":"Chamfr Why Why couldn't they?"},{"speaker":"Julie Schulte","startTime":297.01,"endTime":299.59,"body":"I mean there's a"},{"speaker":"Julie Schulte","startTime":297.01,"endTime":299.59,"body":"couple issues. It's you know"},{"speaker":"Julie Schulte","startTime":299.62,"endTime":302.98,"body":"when you think about designing a"},{"speaker":"Julie Schulte","startTime":299.62,"endTime":302.98,"body":"medical device from scratch, you"},{"speaker":"Julie Schulte","startTime":302.98,"endTime":305.17,"body":"are starting with a blank sheet"},{"speaker":"Julie Schulte","startTime":302.98,"endTime":305.17,"body":"of paper, right? So you might"},{"speaker":"Julie Schulte","startTime":305.17,"endTime":308.5,"body":"know you need a, you know, a"},{"speaker":"Julie Schulte","startTime":305.17,"endTime":308.5,"body":"polyamid tube, for example, but"},{"speaker":"Julie Schulte","startTime":308.5,"endTime":311.26,"body":"you don't know the exact"},{"speaker":"Julie Schulte","startTime":308.5,"endTime":311.26,"body":"specification. So you're"},{"speaker":"Julie Schulte","startTime":311.26,"endTime":315.1,"body":"creating a document that says,"},{"speaker":"Julie Schulte","startTime":311.26,"endTime":315.1,"body":"here's what I need, but you're"},{"speaker":"Julie Schulte","startTime":315.1,"endTime":318.85,"body":"sort of guessing at that point,"},{"speaker":"Julie Schulte","startTime":315.1,"endTime":318.85,"body":"because you don't have the"},{"speaker":"Julie Schulte","startTime":318.85,"endTime":323.23,"body":"device, you know, specification"},{"speaker":"Julie Schulte","startTime":318.85,"endTime":323.23,"body":"defined, right? And so then you"},{"speaker":"Julie Schulte","startTime":323.23,"endTime":326.23,"body":"have to go to the supplier and"},{"speaker":"Julie Schulte","startTime":323.23,"endTime":326.23,"body":"figure out who can meet that"},{"speaker":"Julie Schulte","startTime":326.23,"endTime":329.44,"body":"specification. And then the"},{"speaker":"Julie Schulte","startTime":326.23,"endTime":329.44,"body":"supplier has to then not only"},{"speaker":"Julie Schulte","startTime":329.44,"endTime":332.08,"body":"say, Yes, we think that's within"},{"speaker":"Julie Schulte","startTime":329.44,"endTime":332.08,"body":"our capability range, but then"},{"speaker":"Julie Schulte","startTime":332.53,"endTime":335.77,"body":"go on to the floor and have the"},{"speaker":"Julie Schulte","startTime":332.53,"endTime":335.77,"body":"manufacturing people actually"},{"speaker":"Julie Schulte","startTime":335.77,"endTime":339.88,"body":"make it. So in the old model,"},{"speaker":"Julie Schulte","startTime":335.77,"endTime":339.88,"body":"there was nothing close enough,"},{"speaker":"Julie Schulte","startTime":339.91,"endTime":342.31,"body":"there was nothing off the shelf."},{"speaker":"Julie Schulte","startTime":339.91,"endTime":342.31,"body":"And this is actually one of the"},{"speaker":"Julie Schulte","startTime":342.31,"endTime":344.38,"body":"things that it was hard for"},{"speaker":"Julie Schulte","startTime":342.31,"endTime":344.38,"body":"people to get their head around"},{"speaker":"Julie Schulte","startTime":344.38,"endTime":347.32,"body":"is like, well, the engineers"},{"speaker":"Julie Schulte","startTime":344.38,"endTime":347.32,"body":"bring the need. And I'm like,"},{"speaker":"Julie Schulte","startTime":347.35,"endTime":349.87,"body":"well, they're creating a need,"},{"speaker":"Julie Schulte","startTime":347.35,"endTime":349.87,"body":"because they don't have anything"},{"speaker":"Julie Schulte","startTime":349.87,"endTime":354.85,"body":"to try early on in the process."},{"speaker":"Julie Schulte","startTime":349.87,"endTime":354.85,"body":"Right. And so that's really what"},{"speaker":"Julie Schulte","startTime":354.85,"endTime":355.81,"body":"we tried to achieve."},{"speaker":"Aaron Moncur","startTime":356.68,"endTime":362.02,"body":"So it sounds to me"},{"speaker":"Aaron Moncur","startTime":356.68,"endTime":362.02,"body":"like, ultimately, the answer is"},{"speaker":"Aaron Moncur","startTime":362.05,"endTime":365.89,"body":"or was, people weren't or"},{"speaker":"Aaron Moncur","startTime":362.05,"endTime":365.89,"body":"suppliers weren't carrying"},{"speaker":"Aaron Moncur","startTime":365.95,"endTime":368.59,"body":"inventory, they weren't carrying"},{"speaker":"Aaron Moncur","startTime":365.95,"endTime":368.59,"body":"any stock of these, like really"},{"speaker":"Aaron Moncur","startTime":368.59,"endTime":371.44,"body":"custom sized things, because"},{"speaker":"Aaron Moncur","startTime":368.59,"endTime":371.44,"body":"they had no idea people were"},{"speaker":"Aaron Moncur","startTime":371.44,"endTime":373.0,"body":"going to buy something like"},{"speaker":"Aaron Moncur","startTime":371.44,"endTime":373.0,"body":"that, is that"},{"speaker":"Julie Schulte","startTime":373.0,"endTime":375.7,"body":"Exactly. And"},{"speaker":"Julie Schulte","startTime":373.0,"endTime":375.7,"body":"that's still a challenge today."},{"speaker":"Julie Schulte","startTime":375.73,"endTime":378.55,"body":"But we're saying, hey, the"},{"speaker":"Julie Schulte","startTime":375.73,"endTime":378.55,"body":"engineers just need something"},{"speaker":"Julie Schulte","startTime":378.55,"endTime":382.33,"body":"close enough, create inventory"},{"speaker":"Julie Schulte","startTime":378.55,"endTime":382.33,"body":"that represents your capability"},{"speaker":"Julie Schulte","startTime":382.33,"endTime":386.74,"body":"range, so that they can tweak"},{"speaker":"Julie Schulte","startTime":382.33,"endTime":386.74,"body":"and play and, you know, try"},{"speaker":"Julie Schulte","startTime":386.74,"endTime":389.44,"body":"different things so that they"},{"speaker":"Julie Schulte","startTime":386.74,"endTime":389.44,"body":"can get closer to understanding"},{"speaker":"Julie Schulte","startTime":389.47,"endTime":392.5,"body":"what they need. That didn't"},{"speaker":"Julie Schulte","startTime":389.47,"endTime":392.5,"body":"exist before. And in fact, it is"},{"speaker":"Julie Schulte","startTime":392.5,"endTime":395.05,"body":"an investment for the supply"},{"speaker":"Julie Schulte","startTime":392.5,"endTime":395.05,"body":"side. So we've had to convince"},{"speaker":"Julie Schulte","startTime":395.05,"endTime":398.38,"body":"them that this is super valuable"},{"speaker":"Julie Schulte","startTime":395.05,"endTime":398.38,"body":"for engineers, and they will go"},{"speaker":"Julie Schulte","startTime":398.38,"endTime":401.35,"body":"to, you know, what we call the"},{"speaker":"Julie Schulte","startTime":398.38,"endTime":401.35,"body":"toolbox. So Chamfr, just at a"},{"speaker":"Julie Schulte","startTime":401.35,"endTime":405.25,"body":"high level is essentially like"},{"speaker":"Julie Schulte","startTime":401.35,"endTime":405.25,"body":"an Amazon for medical device"},{"speaker":"Julie Schulte","startTime":405.25,"endTime":409.48,"body":"components specifically. And"},{"speaker":"Julie Schulte","startTime":405.25,"endTime":409.48,"body":"there's, you know, we have 1000s"},{"speaker":"Julie Schulte","startTime":409.48,"endTime":414.73,"body":"of components from, you know, 40"},{"speaker":"Julie Schulte","startTime":409.48,"endTime":414.73,"body":"plus sellers right now. And it's"},{"speaker":"Julie Schulte","startTime":414.73,"endTime":417.88,"body":"just a toolbox for our ingenious"},{"speaker":"Julie Schulte","startTime":414.73,"endTime":417.88,"body":"r\u0026d engineers to go in, but"},{"speaker":"Julie Schulte","startTime":417.88,"endTime":421.3,"body":"they're buying from a toolbox of"},{"speaker":"Julie Schulte","startTime":417.88,"endTime":421.3,"body":"suppliers that understand what"},{"speaker":"Julie Schulte","startTime":421.3,"endTime":424.84,"body":"it's like to provide supply to"},{"speaker":"Julie Schulte","startTime":421.3,"endTime":424.84,"body":"medical device, you know, so"},{"speaker":"Julie Schulte","startTime":424.84,"endTime":427.51,"body":"they understand the regulatory"},{"speaker":"Julie Schulte","startTime":424.84,"endTime":427.51,"body":"requirements, they understand,"},{"speaker":"Julie Schulte","startTime":427.51,"endTime":430.0,"body":"you know, what sort of quality"},{"speaker":"Julie Schulte","startTime":427.51,"endTime":430.0,"body":"systems they need in place,"},{"speaker":"Julie Schulte","startTime":430.0,"endTime":433.57,"body":"therefore, the buyers can use"},{"speaker":"Julie Schulte","startTime":430.0,"endTime":433.57,"body":"them throughout the entire"},{"speaker":"Julie Schulte","startTime":433.84,"endTime":435.28,"body":"lifecycle of the product."},{"speaker":"Aaron Moncur","startTime":435.94,"endTime":438.97,"body":"Yeah. So I think"},{"speaker":"Aaron Moncur","startTime":435.94,"endTime":438.97,"body":"this is super interesting. And I"},{"speaker":"Aaron Moncur","startTime":438.97,"endTime":441.79,"body":"want to provide even a little"},{"speaker":"Aaron Moncur","startTime":438.97,"endTime":441.79,"body":"bit more history for especially"},{"speaker":"Aaron Moncur","startTime":441.79,"endTime":444.16,"body":"maybe some of the junior"},{"speaker":"Aaron Moncur","startTime":441.79,"endTime":444.16,"body":"engineers out there who have"},{"speaker":"Aaron Moncur","startTime":444.16,"endTime":447.79,"body":"never even been exposed to the"},{"speaker":"Aaron Moncur","startTime":444.16,"endTime":447.79,"body":"supply chain issues and didn't"},{"speaker":"Aaron Moncur","startTime":447.79,"endTime":452.56,"body":"even know that it would be a"},{"speaker":"Aaron Moncur","startTime":447.79,"endTime":452.56,"body":"problem to get parts in in low"},{"speaker":"Aaron Moncur","startTime":452.56,"endTime":457.51,"body":"quantities. What did engineers"},{"speaker":"Aaron Moncur","startTime":452.56,"endTime":457.51,"body":"do before chamfer? To solve this"},{"speaker":"Aaron Moncur","startTime":457.51,"endTime":458.14,"body":"problem?"},{"speaker":"Julie Schulte","startTime":458.86,"endTime":462.67,"body":"Great question."},{"speaker":"Julie Schulte","startTime":458.86,"endTime":462.67,"body":"Yeah, I mean, they basically"},{"speaker":"Julie Schulte","startTime":462.7,"endTime":465.85,"body":"went online, if they didn't know"},{"speaker":"Julie Schulte","startTime":462.7,"endTime":465.85,"body":"who the supplier was of a"},{"speaker":"Julie Schulte","startTime":466.09,"endTime":469.78,"body":"particular, you know, material"},{"speaker":"Julie Schulte","startTime":466.09,"endTime":469.78,"body":"or component capability, they"},{"speaker":"Julie Schulte","startTime":469.78,"endTime":474.01,"body":"went online and Googled it. And"},{"speaker":"Julie Schulte","startTime":469.78,"endTime":474.01,"body":"assuming you could find a good"},{"speaker":"Julie Schulte","startTime":474.01,"endTime":476.83,"body":"representation, they usually"},{"speaker":"Julie Schulte","startTime":474.01,"endTime":476.83,"body":"went to several different"},{"speaker":"Julie Schulte","startTime":476.83,"endTime":480.25,"body":"suppliers, provided them a"},{"speaker":"Julie Schulte","startTime":476.83,"endTime":480.25,"body":"specification of something that"},{"speaker":"Julie Schulte","startTime":480.25,"endTime":483.07,"body":"was just sort of at that point,"},{"speaker":"Julie Schulte","startTime":480.25,"endTime":483.07,"body":"you know, a shot in the dark,"},{"speaker":"Julie Schulte","startTime":483.64,"endTime":486.4,"body":"the suppliers would then have to"},{"speaker":"Julie Schulte","startTime":483.64,"endTime":486.4,"body":"respond to them and say, yes,"},{"speaker":"Julie Schulte","startTime":486.4,"endTime":489.52,"body":"it's within our capability set,"},{"speaker":"Julie Schulte","startTime":486.4,"endTime":489.52,"body":"they would request a quote for"},{"speaker":"Julie Schulte","startTime":489.52,"endTime":491.89,"body":"these small volumes, and they'd"},{"speaker":"Julie Schulte","startTime":489.52,"endTime":491.89,"body":"go back to their operations"},{"speaker":"Julie Schulte","startTime":491.89,"endTime":495.58,"body":"team, create the quote, get it"},{"speaker":"Julie Schulte","startTime":491.89,"endTime":495.58,"body":"scheduled in a manufacturer, if"},{"speaker":"Julie Schulte","startTime":495.58,"endTime":498.19,"body":"they even agreed to do it."},{"speaker":"Julie Schulte","startTime":495.58,"endTime":498.19,"body":"Because again, just to say, one"},{"speaker":"Julie Schulte","startTime":498.19,"endTime":501.01,"body":"of the challenges was, if I was"},{"speaker":"Julie Schulte","startTime":498.19,"endTime":501.01,"body":"talking to an engineer, and he"},{"speaker":"Julie Schulte","startTime":501.01,"endTime":503.65,"body":"knew what he needed, then I had"},{"speaker":"Julie Schulte","startTime":501.01,"endTime":503.65,"body":"to convince my ops team that it"},{"speaker":"Julie Schulte","startTime":503.65,"endTime":507.07,"body":"was worth spending time, even if"},{"speaker":"Julie Schulte","startTime":503.65,"endTime":507.07,"body":"the engineer was willing to pay"},{"speaker":"Julie Schulte","startTime":507.1,"endTime":510.07,"body":"1000s of dollars for like, you"},{"speaker":"Julie Schulte","startTime":507.1,"endTime":510.07,"body":"set a minimum lock fee, right?"},{"speaker":"Julie Schulte","startTime":510.94,"endTime":513.4,"body":"So then they'd have to wait for"},{"speaker":"Julie Schulte","startTime":510.94,"endTime":513.4,"body":"the quote, get the quote, and"},{"speaker":"Julie Schulte","startTime":513.4,"endTime":515.17,"body":"then the quote would be"},{"speaker":"Julie Schulte","startTime":513.4,"endTime":515.17,"body":"associated with the lead time."},{"speaker":"Julie Schulte","startTime":515.17,"endTime":518.41,"body":"So you think about when you're"},{"speaker":"Julie Schulte","startTime":515.17,"endTime":518.41,"body":"trying to source components for"},{"speaker":"Julie Schulte","startTime":518.41,"endTime":520.99,"body":"a bomb, and let's say, just to"},{"speaker":"Julie Schulte","startTime":518.41,"endTime":520.99,"body":"simplify, you have 20 Different"},{"speaker":"Julie Schulte","startTime":520.99,"endTime":525.91,"body":"components on a bomb, this sort"},{"speaker":"Julie Schulte","startTime":520.99,"endTime":525.91,"body":"of process could delay any one"},{"speaker":"Julie Schulte","startTime":525.94,"endTime":529.06,"body":"component or all of them, and"},{"speaker":"Julie Schulte","startTime":525.94,"endTime":529.06,"body":"you just stack up the amount of"},{"speaker":"Julie Schulte","startTime":529.06,"endTime":533.71,"body":"time it takes to get anything,"},{"speaker":"Julie Schulte","startTime":529.06,"endTime":533.71,"body":"any iteration of a device in my"},{"speaker":"Julie Schulte","startTime":533.71,"endTime":536.98,"body":"device exponentially, right? And"},{"speaker":"Julie Schulte","startTime":533.71,"endTime":536.98,"body":"then the costs associated with"},{"speaker":"Julie Schulte","startTime":536.98,"endTime":539.8,"body":"our exponential to because"},{"speaker":"Julie Schulte","startTime":536.98,"endTime":539.8,"body":"you're paying minimum lot fees"},{"speaker":"Julie Schulte","startTime":539.8,"endTime":542.65,"body":"for 20 Different components with"},{"speaker":"Julie Schulte","startTime":539.8,"endTime":542.65,"body":"20 Different lead times from 20"},{"speaker":"Julie Schulte","startTime":542.65,"endTime":544.81,"body":"different suppliers, assuming"},{"speaker":"Julie Schulte","startTime":542.65,"endTime":544.81,"body":"you could even find the right"},{"speaker":"Julie Schulte","startTime":544.81,"endTime":547.12,"body":"supplier for what you were"},{"speaker":"Julie Schulte","startTime":544.81,"endTime":547.12,"body":"trying to source for. It was"},{"speaker":"Julie Schulte","startTime":547.12,"endTime":550.99,"body":"extremely inefficient, which is,"},{"speaker":"Julie Schulte","startTime":547.12,"endTime":550.99,"body":"you know, again, why we said"},{"speaker":"Julie Schulte","startTime":550.99,"endTime":553.06,"body":"there has to be there has to be"},{"speaker":"Julie Schulte","startTime":550.99,"endTime":553.06,"body":"a better way."},{"speaker":"Aaron Moncur","startTime":553.69,"endTime":556.54,"body":"I love it. I love"},{"speaker":"Aaron Moncur","startTime":553.69,"endTime":556.54,"body":"it. Quick, quick tangent here."},{"speaker":"Aaron Moncur","startTime":556.57,"endTime":562.9,"body":"Chamfr is spelled C H A  M F R"},{"speaker":"Aaron Moncur","startTime":556.57,"endTime":562.9,"body":"no E between the F and the R."},{"speaker":"Aaron Moncur","startTime":562.9,"endTime":566.02,"body":"I'm curious. How did you come to"},{"speaker":"Aaron Moncur","startTime":562.9,"endTime":566.02,"body":"that spelling?"},{"speaker":"Julie Schulte","startTime":566.08,"endTime":567.91,"body":"That's right,"},{"speaker":"Julie Schulte","startTime":566.08,"endTime":567.91,"body":"Aaron. And they thank you for"},{"speaker":"Julie Schulte","startTime":567.91,"endTime":569.77,"body":"saying that. Because I don't"},{"speaker":"Julie Schulte","startTime":567.91,"endTime":569.77,"body":"know that. That's why they know"},{"speaker":"Julie Schulte","startTime":569.77,"endTime":575.02,"body":"but it is intentional. So we did"},{"speaker":"Julie Schulte","startTime":569.77,"endTime":575.02,"body":"drop the E. When we thought of"},{"speaker":"Julie Schulte","startTime":575.02,"endTime":578.38,"body":"the name, it was sort of like a"},{"speaker":"Julie Schulte","startTime":575.02,"endTime":578.38,"body":"light bulb moment. And we said,"},{"speaker":"Julie Schulte","startTime":578.41,"endTime":581.23,"body":"oh, you know, isn't that sort of"},{"speaker":"Julie Schulte","startTime":578.41,"endTime":581.23,"body":"like a blunt edge, giving"},{"speaker":"Julie Schulte","startTime":581.23,"endTime":584.8,"body":"engineers an edge to innovate"},{"speaker":"Julie Schulte","startTime":581.23,"endTime":584.8,"body":"faster, and we were just pumped"},{"speaker":"Julie Schulte","startTime":584.8,"endTime":587.05,"body":"because honestly, we had come up"},{"speaker":"Julie Schulte","startTime":584.8,"endTime":587.05,"body":"with 50 names that were"},{"speaker":"Julie Schulte","startTime":587.05,"endTime":589.63,"body":"horrible. And we'd been trying"},{"speaker":"Julie Schulte","startTime":587.05,"endTime":589.63,"body":"to find the name for the"},{"speaker":"Julie Schulte","startTime":589.63,"endTime":593.38,"body":"business for several months. And"},{"speaker":"Julie Schulte","startTime":589.63,"endTime":593.38,"body":"we went online and just look to"},{"speaker":"Julie Schulte","startTime":593.38,"endTime":596.56,"body":"see if there was you know, we"},{"speaker":"Julie Schulte","startTime":593.38,"endTime":596.56,"body":"can get access to the domain and"},{"speaker":"Julie Schulte","startTime":596.59,"endTime":599.68,"body":"we have to make sure that we"},{"speaker":"Julie Schulte","startTime":596.59,"endTime":599.68,"body":"could you know, rank in the"},{"speaker":"Julie Schulte","startTime":599.68,"endTime":601.9,"body":"Google's Don't rankings and all"},{"speaker":"Julie Schulte","startTime":599.68,"endTime":601.9,"body":"those things so that engineers"},{"speaker":"Julie Schulte","startTime":601.9,"endTime":604.75,"body":"could actually find us since we"},{"speaker":"Julie Schulte","startTime":601.9,"endTime":604.75,"body":"are a new company and the way we"},{"speaker":"Julie Schulte","startTime":604.75,"endTime":607.96,"body":"could own the entire space was"},{"speaker":"Julie Schulte","startTime":604.75,"endTime":607.96,"body":"to drop the E and not compete"},{"speaker":"Julie Schulte","startTime":607.96,"endTime":610.45,"body":"with, you know, other terms. So"},{"speaker":"Julie Schulte","startTime":607.96,"endTime":610.45,"body":"that's, that's why we ended up"},{"speaker":"Julie Schulte","startTime":610.45,"endTime":611.74,"body":"selling it that way. Yeah."},{"speaker":"Aaron Moncur","startTime":612.01,"endTime":614.68,"body":"Well, I love the"},{"speaker":"Aaron Moncur","startTime":612.01,"endTime":614.68,"body":"name, I think it's perfect"},{"speaker":"Aaron Moncur","startTime":614.68,"endTime":617.44,"body":"because it almost filters out"},{"speaker":"Aaron Moncur","startTime":614.68,"endTime":617.44,"body":"the people you don't want and"},{"speaker":"Aaron Moncur","startTime":617.44,"endTime":620.98,"body":"attracts the people you do want."},{"speaker":"Aaron Moncur","startTime":617.44,"endTime":620.98,"body":"As an engineer, I hear a company"},{"speaker":"Aaron Moncur","startTime":620.98,"endTime":623.92,"body":"called Chamfr. And I think, oh,"},{"speaker":"Aaron Moncur","startTime":620.98,"endTime":623.92,"body":"Chamfr. I know what that is."},{"speaker":"Aaron Moncur","startTime":623.95,"endTime":627.43,"body":"That's design that's mechanical."},{"speaker":"Aaron Moncur","startTime":623.95,"endTime":627.43,"body":"That's CAD, that's engineering."},{"speaker":"Aaron Moncur","startTime":627.43,"endTime":630.07,"body":"And like, immediately, I want to"},{"speaker":"Aaron Moncur","startTime":627.43,"endTime":630.07,"body":"learn, okay, what does this"},{"speaker":"Aaron Moncur","startTime":630.07,"endTime":633.13,"body":"company do? But if I'm not in"},{"speaker":"Aaron Moncur","startTime":630.07,"endTime":633.13,"body":"the engineering space, if I'm"},{"speaker":"Aaron Moncur","startTime":633.13,"endTime":636.85,"body":"not your customer, I hear"},{"speaker":"Aaron Moncur","startTime":633.13,"endTime":636.85,"body":"Chamfr. And I think, oh, that's"},{"speaker":"Aaron Moncur","startTime":636.85,"endTime":639.73,"body":"some kind of like geometry"},{"speaker":"Aaron Moncur","startTime":636.85,"endTime":639.73,"body":"thing. I don't want to touch"},{"speaker":"Aaron Moncur","startTime":639.73,"endTime":642.88,"body":"that. So that seems perfect to"},{"speaker":"Aaron Moncur","startTime":639.73,"endTime":642.88,"body":"me. I love it. Well, okay."},{"speaker":"Julie Schulte","startTime":642.88,"endTime":644.59,"body":"So since we've"},{"speaker":"Julie Schulte","startTime":642.88,"endTime":644.59,"body":"gotten there, I just have to"},{"speaker":"Julie Schulte","startTime":644.59,"endTime":647.5,"body":"tell you, the funny thing is, so"},{"speaker":"Julie Schulte","startTime":644.59,"endTime":647.5,"body":"I'm not an engineer, but I'm"},{"speaker":"Julie Schulte","startTime":647.5,"endTime":650.71,"body":"married to an engineer, my"},{"speaker":"Julie Schulte","startTime":647.5,"endTime":650.71,"body":"entire career has been been"},{"speaker":"Julie Schulte","startTime":650.74,"endTime":654.07,"body":"servicing engineers. My co"},{"speaker":"Julie Schulte","startTime":650.74,"endTime":654.07,"body":"founder, one of my co founders"},{"speaker":"Julie Schulte","startTime":654.1,"endTime":657.88,"body":"is a mechanical r\u0026d engineer."},{"speaker":"Julie Schulte","startTime":654.1,"endTime":657.88,"body":"And I was the one who came up"},{"speaker":"Julie Schulte","startTime":657.88,"endTime":660.4,"body":"with Chamfr and said, Are you Is"},{"speaker":"Julie Schulte","startTime":657.88,"endTime":660.4,"body":"this what this means? What do"},{"speaker":"Julie Schulte","startTime":660.4,"endTime":662.53,"body":"you guys think? And they were"},{"speaker":"Julie Schulte","startTime":660.4,"endTime":662.53,"body":"like, yes, that's the perfect"},{"speaker":"Julie Schulte","startTime":662.53,"endTime":664.6,"body":"term to get engineers to"},{"speaker":"Julie Schulte","startTime":662.53,"endTime":664.6,"body":"understand what we're trying to"},{"speaker":"Julie Schulte","startTime":664.6,"endTime":668.35,"body":"do. So it was kind of fun that,"},{"speaker":"Julie Schulte","startTime":664.6,"endTime":668.35,"body":"that that's how it evolved. But"},{"speaker":"Julie Schulte","startTime":668.35,"endTime":674.59,"body":"yeah, we want to speak directly."},{"speaker":"Julie Schulte","startTime":668.35,"endTime":674.59,"body":"We are 100% targeted on"},{"speaker":"Julie Schulte","startTime":674.59,"endTime":678.76,"body":"servicing engineers innovating"},{"speaker":"Julie Schulte","startTime":674.59,"endTime":678.76,"body":"in medical device. And that's"},{"speaker":"Julie Schulte","startTime":678.76,"endTime":682.3,"body":"our exclusive focus, which is"},{"speaker":"Julie Schulte","startTime":678.76,"endTime":682.3,"body":"different websites or"},{"speaker":"Julie Schulte","startTime":682.3,"endTime":683.23,"body":"marketplaces."},{"speaker":"Aaron Moncur","startTime":683.95,"endTime":686.56,"body":"Yeah. Speaking of"},{"speaker":"Aaron Moncur","startTime":683.95,"endTime":686.56,"body":"that, being your sole focus"},{"speaker":"Aaron Moncur","startTime":686.56,"endTime":689.41,"body":"medical devices, how did you"},{"speaker":"Aaron Moncur","startTime":686.56,"endTime":689.41,"body":"come to that conclusion that you"},{"speaker":"Aaron Moncur","startTime":689.41,"endTime":691.93,"body":"want to serve as just the"},{"speaker":"Aaron Moncur","startTime":689.41,"endTime":691.93,"body":"medical device and not just, you"},{"speaker":"Aaron Moncur","startTime":691.93,"endTime":695.5,"body":"know, industrial, general"},{"speaker":"Aaron Moncur","startTime":691.93,"endTime":695.5,"body":"commercial engineering r\u0026d"},{"speaker":"Aaron Moncur","startTime":695.5,"endTime":695.98,"body":"needs."},{"speaker":"Julie Schulte","startTime":696.73,"endTime":699.43,"body":"I mean, the"},{"speaker":"Julie Schulte","startTime":696.73,"endTime":699.43,"body":"business model really just"},{"speaker":"Julie Schulte","startTime":699.43,"endTime":702.67,"body":"evolved out of trying to solve"},{"speaker":"Julie Schulte","startTime":699.43,"endTime":702.67,"body":"pain points that, you know, like"},{"speaker":"Julie Schulte","startTime":702.67,"endTime":705.25,"body":"I said, I had experienced on"},{"speaker":"Julie Schulte","startTime":702.67,"endTime":705.25,"body":"trying to service engineers from"},{"speaker":"Julie Schulte","startTime":705.25,"endTime":709.54,"body":"the commercial side. And also,"},{"speaker":"Julie Schulte","startTime":705.25,"endTime":709.54,"body":"one of my co founders, as an"},{"speaker":"Julie Schulte","startTime":709.54,"endTime":711.91,"body":"engineer had experience, you"},{"speaker":"Julie Schulte","startTime":709.54,"endTime":711.91,"body":"know, she was going to 50"},{"speaker":"Julie Schulte","startTime":711.91,"endTime":714.58,"body":"different websites trying to"},{"speaker":"Julie Schulte","startTime":711.91,"endTime":714.58,"body":"find, you know, the right"},{"speaker":"Julie Schulte","startTime":714.61,"endTime":717.34,"body":"capability set to match what she"},{"speaker":"Julie Schulte","startTime":714.61,"endTime":717.34,"body":"was trying to do then picking up"},{"speaker":"Julie Schulte","startTime":717.34,"endTime":719.95,"body":"the phone and had a lot of"},{"speaker":"Julie Schulte","startTime":717.34,"endTime":719.95,"body":"frustration, different UIs"},{"speaker":"Julie Schulte","startTime":719.95,"endTime":723.37,"body":"different UX is, and I've spent"},{"speaker":"Julie Schulte","startTime":719.95,"endTime":723.37,"body":"my entire career on my device,"},{"speaker":"Julie Schulte","startTime":723.37,"endTime":726.43,"body":"it never even occurred to me and"},{"speaker":"Julie Schulte","startTime":723.37,"endTime":726.43,"body":"I've we've had people say, Hey,"},{"speaker":"Julie Schulte","startTime":726.43,"endTime":728.44,"body":"you should use this model and"},{"speaker":"Julie Schulte","startTime":726.43,"endTime":728.44,"body":"leverage it for another"},{"speaker":"Julie Schulte","startTime":728.44,"endTime":731.53,"body":"industry. But we are super"},{"speaker":"Julie Schulte","startTime":728.44,"endTime":731.53,"body":"passionate about med device. We"},{"speaker":"Julie Schulte","startTime":731.53,"endTime":734.71,"body":"no med device. We've been in med"},{"speaker":"Julie Schulte","startTime":731.53,"endTime":734.71,"body":"device for 20 years. And our"},{"speaker":"Julie Schulte","startTime":734.71,"endTime":739.15,"body":"goal is just to be the best at"},{"speaker":"Julie Schulte","startTime":734.71,"endTime":739.15,"body":"what we're doing in med device."},{"speaker":"Julie Schulte","startTime":739.15,"endTime":741.46,"body":"That's 100%. It's, it never"},{"speaker":"Julie Schulte","startTime":739.15,"endTime":741.46,"body":"occurred to me to go anywhere"},{"speaker":"Julie Schulte","startTime":741.46,"endTime":745.06,"body":"else i i want to stay here for"},{"speaker":"Julie Schulte","startTime":741.46,"endTime":745.06,"body":"for the rest of my career pretty"},{"speaker":"Julie Schulte","startTime":745.06,"endTime":745.27,"body":"much."},{"speaker":"Aaron Moncur","startTime":746.38,"endTime":749.68,"body":"Well, it seems"},{"speaker":"Aaron Moncur","startTime":746.38,"endTime":749.68,"body":"like a good strategy to me. I've"},{"speaker":"Aaron Moncur","startTime":749.68,"endTime":753.13,"body":"been reading Seth Godin, this is"},{"speaker":"Aaron Moncur","startTime":749.68,"endTime":753.13,"body":"marketing book lately. Great"},{"speaker":"Aaron Moncur","startTime":753.13,"endTime":757.42,"body":"book loves He talks about. Yeah,"},{"speaker":"Aaron Moncur","startTime":753.13,"endTime":757.42,"body":"he's wonderful. He talks about"},{"speaker":"Aaron Moncur","startTime":757.42,"endTime":762.58,"body":"how it's super critical for any"},{"speaker":"Aaron Moncur","startTime":757.42,"endTime":762.58,"body":"business to identify what"},{"speaker":"Aaron Moncur","startTime":762.58,"endTime":766.18,"body":"they're going to do and and send"},{"speaker":"Aaron Moncur","startTime":762.58,"endTime":766.18,"body":"out signals that this is the"},{"speaker":"Aaron Moncur","startTime":766.18,"endTime":769.9,"body":"specific thing that we do, and"},{"speaker":"Aaron Moncur","startTime":766.18,"endTime":769.9,"body":"target that on on this minimum"},{"speaker":"Aaron Moncur","startTime":769.9,"endTime":773.62,"body":"viable market. And so it sounds"},{"speaker":"Aaron Moncur","startTime":769.9,"endTime":773.62,"body":"like that you've done exactly"},{"speaker":"Aaron Moncur","startTime":773.62,"endTime":777.4,"body":"that. It's very clear what you"},{"speaker":"Aaron Moncur","startTime":773.62,"endTime":777.4,"body":"do. Low volume medical device"},{"speaker":"Aaron Moncur","startTime":777.4,"endTime":779.95,"body":"components for the medical"},{"speaker":"Aaron Moncur","startTime":777.4,"endTime":779.95,"body":"device industry."},{"speaker":"Julie Schulte","startTime":781.3,"endTime":783.58,"body":"Yeah, we we did"},{"speaker":"Julie Schulte","startTime":781.3,"endTime":783.58,"body":"start? Well, we started with a"},{"speaker":"Julie Schulte","startTime":783.58,"endTime":787.45,"body":"minimum viable, viable product."},{"speaker":"Julie Schulte","startTime":783.58,"endTime":787.45,"body":"So again, we when we started to"},{"speaker":"Julie Schulte","startTime":787.45,"endTime":790.21,"body":"scope, the business plan and"},{"speaker":"Julie Schulte","startTime":787.45,"endTime":790.21,"body":"look at the solution we were"},{"speaker":"Julie Schulte","startTime":790.21,"endTime":793.84,"body":"trying to bring to market we"},{"speaker":"Julie Schulte","startTime":790.21,"endTime":793.84,"body":"said, what's the pain point for"},{"speaker":"Julie Schulte","startTime":793.84,"endTime":796.96,"body":"the engineers and the suppliers?"},{"speaker":"Julie Schulte","startTime":793.84,"endTime":796.96,"body":"And how do we get them to"},{"speaker":"Julie Schulte","startTime":797.44,"endTime":801.55,"body":"connect more effectively and"},{"speaker":"Julie Schulte","startTime":797.44,"endTime":801.55,"body":"efficiently to alleviate some of"},{"speaker":"Julie Schulte","startTime":801.55,"endTime":804.31,"body":"these pain points. But as we've"},{"speaker":"Julie Schulte","startTime":801.55,"endTime":804.31,"body":"expanded the strategy, and we've"},{"speaker":"Julie Schulte","startTime":804.31,"endTime":808.09,"body":"looked at functional upgrades,"},{"speaker":"Julie Schulte","startTime":804.31,"endTime":808.09,"body":"we are really focused on how do"},{"speaker":"Julie Schulte","startTime":808.09,"endTime":811.33,"body":"we make the buyers journey"},{"speaker":"Julie Schulte","startTime":808.09,"endTime":811.33,"body":"easier and continue to add value"},{"speaker":"Julie Schulte","startTime":811.33,"endTime":814.39,"body":"for engineers. And so what"},{"speaker":"Julie Schulte","startTime":811.33,"endTime":814.39,"body":"we're, we're really thinking"},{"speaker":"Julie Schulte","startTime":814.39,"endTime":817.45,"body":"about is a global network. So"},{"speaker":"Julie Schulte","startTime":814.39,"endTime":817.45,"body":"we've created this global"},{"speaker":"Julie Schulte","startTime":817.45,"endTime":820.24,"body":"network. And it started out just"},{"speaker":"Julie Schulte","startTime":817.45,"endTime":820.24,"body":"with the in stock components,"},{"speaker":"Julie Schulte","startTime":820.24,"endTime":822.88,"body":"but then we said, Okay, what"},{"speaker":"Julie Schulte","startTime":820.24,"endTime":822.88,"body":"happens after they source, you"},{"speaker":"Julie Schulte","startTime":822.88,"endTime":826.24,"body":"know, this low volume component,"},{"speaker":"Julie Schulte","startTime":822.88,"endTime":826.24,"body":"then they need to go back and"},{"speaker":"Julie Schulte","startTime":826.27,"endTime":831.25,"body":"either iterate on the components"},{"speaker":"Julie Schulte","startTime":826.27,"endTime":831.25,"body":"they got, or buy something else,"},{"speaker":"Julie Schulte","startTime":831.25,"endTime":835.06,"body":"right? So then we created this"},{"speaker":"Julie Schulte","startTime":831.25,"endTime":835.06,"body":"tool that allows them to submit"},{"speaker":"Julie Schulte","startTime":835.06,"endTime":839.08,"body":"an RFQ iterating on the"},{"speaker":"Julie Schulte","startTime":835.06,"endTime":839.08,"body":"component they got or source"},{"speaker":"Julie Schulte","startTime":839.08,"endTime":842.62,"body":"another component. They also"},{"speaker":"Julie Schulte","startTime":839.08,"endTime":842.62,"body":"said, Hey, you guys are really"},{"speaker":"Julie Schulte","startTime":842.62,"endTime":845.44,"body":"connected in this space. We've"},{"speaker":"Julie Schulte","startTime":842.62,"endTime":845.44,"body":"got engineers ordering from over"},{"speaker":"Julie Schulte","startTime":845.47,"endTime":848.23,"body":"30 countries globally. So as you"},{"speaker":"Julie Schulte","startTime":845.47,"endTime":848.23,"body":"can imagine, you know, they're"},{"speaker":"Julie Schulte","startTime":848.23,"endTime":851.68,"body":"not necessarily intimately"},{"speaker":"Julie Schulte","startTime":848.23,"endTime":851.68,"body":"familiar with supply in certain"},{"speaker":"Julie Schulte","startTime":851.68,"endTime":855.37,"body":"geographies or certain"},{"speaker":"Julie Schulte","startTime":851.68,"endTime":855.37,"body":"capabilities. They said, Hey,"},{"speaker":"Julie Schulte","startTime":855.37,"endTime":858.37,"body":"can you connect us with other"},{"speaker":"Julie Schulte","startTime":855.37,"endTime":858.37,"body":"suppliers on the service side,"},{"speaker":"Julie Schulte","startTime":858.37,"endTime":861.28,"body":"or suppliers that might not have"},{"speaker":"Julie Schulte","startTime":858.37,"endTime":861.28,"body":"inventory in stock yet, but"},{"speaker":"Julie Schulte","startTime":861.28,"endTime":863.56,"body":"would be able to service us in"},{"speaker":"Julie Schulte","startTime":861.28,"endTime":863.56,"body":"this way? So that's how the"},{"speaker":"Julie Schulte","startTime":863.59,"endTime":867.46,"body":"directory actually evolved to so"},{"speaker":"Julie Schulte","startTime":863.59,"endTime":867.46,"body":"we are our entire growth"},{"speaker":"Julie Schulte","startTime":867.46,"endTime":870.49,"body":"strategy is focused on how do we"},{"speaker":"Julie Schulte","startTime":867.46,"endTime":870.49,"body":"add value to engineers? And to"},{"speaker":"Julie Schulte","startTime":870.49,"endTime":872.59,"body":"that regard, I would say if"},{"speaker":"Julie Schulte","startTime":870.49,"endTime":872.59,"body":"there's any engineers with"},{"speaker":"Julie Schulte","startTime":872.86,"endTime":875.14,"body":"things they want to see on the"},{"speaker":"Julie Schulte","startTime":872.86,"endTime":875.14,"body":"site, we're always taking"},{"speaker":"Julie Schulte","startTime":875.14,"endTime":878.8,"body":"feedback. And that's how we"},{"speaker":"Julie Schulte","startTime":875.14,"endTime":878.8,"body":"that's how we strap track our"},{"speaker":"Julie Schulte","startTime":878.8,"endTime":880.09,"body":"product roadmap for sure."},{"speaker":"Aaron Moncur","startTime":924.5899999999999,"endTime":926.72,"body":"Wonderful,"},{"speaker":"Aaron Moncur","startTime":924.5899999999999,"endTime":926.72,"body":"wonderful. We've been talking"},{"speaker":"Aaron Moncur","startTime":926.72,"endTime":930.05,"body":"about medical device components"},{"speaker":"Aaron Moncur","startTime":926.72,"endTime":930.05,"body":"for a little while here in this"},{"speaker":"Aaron Moncur","startTime":930.0799999999999,"endTime":933.98,"body":"conversation. Can you give us"},{"speaker":"Aaron Moncur","startTime":930.0799999999999,"endTime":933.98,"body":"something tangible? What what"},{"speaker":"Aaron Moncur","startTime":933.98,"endTime":936.6199999999999,"body":"are we talking about? What is"},{"speaker":"Aaron Moncur","startTime":933.98,"endTime":936.6199999999999,"body":"the medical device component? A"},{"speaker":"Aaron Moncur","startTime":936.6199999999999,"endTime":939.6500000000001,"body":"couple of like discrete examples"},{"speaker":"Aaron Moncur","startTime":936.6199999999999,"endTime":939.6500000000001,"body":"might be helpful for people to"},{"speaker":"Aaron Moncur","startTime":939.6500000000001,"endTime":940.19,"body":"hear about."},{"speaker":"Julie Schulte","startTime":941.1500000000001,"endTime":942.6199999999999,"body":"Yeah, I mean, are"},{"speaker":"Julie Schulte","startTime":941.1500000000001,"endTime":942.6199999999999,"body":"you talking about in terms of"},{"speaker":"Julie Schulte","startTime":942.6199999999999,"endTime":945.77,"body":"the offering on the site How we"},{"speaker":"Julie Schulte","startTime":942.6199999999999,"endTime":945.77,"body":"exactly I mean, it started out"},{"speaker":"Julie Schulte","startTime":945.77,"endTime":948.29,"body":"as components. And frankly, we"},{"speaker":"Julie Schulte","startTime":945.77,"endTime":948.29,"body":"started out in interventional"},{"speaker":"Julie Schulte","startTime":948.29,"endTime":952.04,"body":"because that was sort of the"},{"speaker":"Julie Schulte","startTime":948.29,"endTime":952.04,"body":"background of both my co founder"},{"speaker":"Julie Schulte","startTime":952.04,"endTime":955.52,"body":"who the engineering co founder,"},{"speaker":"Julie Schulte","startTime":952.04,"endTime":955.52,"body":"as well as how we grew up in the"},{"speaker":"Julie Schulte","startTime":955.52,"endTime":959.8699999999999,"body":"space, but we have expanded into"},{"speaker":"Julie Schulte","startTime":955.52,"endTime":959.8699999999999,"body":"several different markets. So we"},{"speaker":"Julie Schulte","startTime":959.8699999999999,"endTime":962.5699999999999,"body":"currently have, I would say,"},{"speaker":"Julie Schulte","startTime":959.8699999999999,"endTime":962.5699999999999,"body":"products, and I'll explain what"},{"speaker":"Julie Schulte","startTime":962.5699999999999,"endTime":965.0899999999999,"body":"that means in a second. But we"},{"speaker":"Julie Schulte","startTime":962.5699999999999,"endTime":965.0899999999999,"body":"have it in various markets,"},{"speaker":"Julie Schulte","startTime":965.0899999999999,"endTime":969.8599999999999,"body":"including surgical orthopedic,"},{"speaker":"Julie Schulte","startTime":965.0899999999999,"endTime":969.8599999999999,"body":"bio electronic interventional."},{"speaker":"Julie Schulte","startTime":970.49,"endTime":974.78,"body":"So there's a myriad of products"},{"speaker":"Julie Schulte","startTime":970.49,"endTime":974.78,"body":"within those spaces. And again,"},{"speaker":"Julie Schulte","startTime":974.78,"endTime":977.54,"body":"just with the mindset of what is"},{"speaker":"Julie Schulte","startTime":974.78,"endTime":977.54,"body":"an engineer need, when they're"},{"speaker":"Julie Schulte","startTime":977.54,"endTime":980.3299999999999,"body":"starting to source low volume"},{"speaker":"Julie Schulte","startTime":977.54,"endTime":980.3299999999999,"body":"components, they're in an r\u0026d"},{"speaker":"Julie Schulte","startTime":980.3299999999999,"endTime":983.69,"body":"lab. So while in the beginning,"},{"speaker":"Julie Schulte","startTime":980.3299999999999,"endTime":983.69,"body":"it started out, as you know,"},{"speaker":"Julie Schulte","startTime":983.69,"endTime":986.27,"body":"what you would traditionally"},{"speaker":"Julie Schulte","startTime":983.69,"endTime":986.27,"body":"think of as a component like"},{"speaker":"Julie Schulte","startTime":986.5999999999999,"endTime":993.6199999999999,"body":"marker bands, or heat shrink"},{"speaker":"Julie Schulte","startTime":986.5999999999999,"endTime":993.6199999999999,"body":"tubing, or a liner or nitinol"},{"speaker":"Julie Schulte","startTime":993.6199999999999,"endTime":996.5,"body":"tubing or a mandrel, which is,"},{"speaker":"Julie Schulte","startTime":993.6199999999999,"endTime":996.5,"body":"you know, can be a manufacturing"},{"speaker":"Julie Schulte","startTime":996.53,"endTime":1000.7,"body":"aid introducers guidewires"},{"speaker":"Julie Schulte","startTime":996.53,"endTime":1000.7,"body":"whatnot. We then expanded into"},{"speaker":"Julie Schulte","startTime":1000.73,"endTime":1004.8699999999999,"body":"both sub assemblies into tools"},{"speaker":"Julie Schulte","startTime":1000.73,"endTime":1004.8699999999999,"body":"and equipment. So yesterday, I"},{"speaker":"Julie Schulte","startTime":1004.8699999999999,"endTime":1007.48,"body":"think it was yesterday, we just"},{"speaker":"Julie Schulte","startTime":1004.8699999999999,"endTime":1007.48,"body":"launched some UV curing"},{"speaker":"Julie Schulte","startTime":1007.48,"endTime":1012.3399999999999,"body":"stations, we're working on"},{"speaker":"Julie Schulte","startTime":1007.48,"endTime":1012.3399999999999,"body":"getting some, some adhesive on"},{"speaker":"Julie Schulte","startTime":1012.3399999999999,"endTime":1016.0,"body":"the site, we've got coatings on"},{"speaker":"Julie Schulte","startTime":1012.3399999999999,"endTime":1016.0,"body":"the site. So we've extinct we've"},{"speaker":"Julie Schulte","startTime":1016.0,"endTime":1019.9000000000001,"body":"gotten raw materials, actually,"},{"speaker":"Julie Schulte","startTime":1016.0,"endTime":1019.9000000000001,"body":"we had people were struggling to"},{"speaker":"Julie Schulte","startTime":1019.9000000000001,"endTime":1023.3499999999999,"body":"get resin for a while. So we"},{"speaker":"Julie Schulte","startTime":1019.9000000000001,"endTime":1023.3499999999999,"body":"reached out to some suppliers"},{"speaker":"Julie Schulte","startTime":1023.3499999999999,"endTime":1026.38,"body":"and said, Hey, would you be"},{"speaker":"Julie Schulte","startTime":1023.3499999999999,"endTime":1026.38,"body":"willing to put low volume resin"},{"speaker":"Julie Schulte","startTime":1026.44,"endTime":1028.54,"body":"on the site? And they said,"},{"speaker":"Julie Schulte","startTime":1026.44,"endTime":1028.54,"body":"Absolutely. Then they said,"},{"speaker":"Julie Schulte","startTime":1028.54,"endTime":1030.97,"body":"Well, when you when you get"},{"speaker":"Julie Schulte","startTime":1028.54,"endTime":1030.97,"body":"resin, you need a colorant. So"},{"speaker":"Julie Schulte","startTime":1030.97,"endTime":1034.45,"body":"we've got colorants on there. So"},{"speaker":"Julie Schulte","startTime":1030.97,"endTime":1034.45,"body":"we've just sort of said, if it"},{"speaker":"Julie Schulte","startTime":1034.45,"endTime":1038.74,"body":"is of use to an r\u0026d engineer,"},{"speaker":"Julie Schulte","startTime":1034.45,"endTime":1038.74,"body":"and it's in low volume, so they"},{"speaker":"Julie Schulte","startTime":1038.74,"endTime":1042.52,"body":"can really just play and figure"},{"speaker":"Julie Schulte","startTime":1038.74,"endTime":1042.52,"body":"out which direction they want to"},{"speaker":"Julie Schulte","startTime":1042.52,"endTime":1045.88,"body":"go and iterate quickly. And"},{"speaker":"Julie Schulte","startTime":1042.52,"endTime":1045.88,"body":"you're willing to, you know,"},{"speaker":"Julie Schulte","startTime":1045.88,"endTime":1050.32,"body":"build or stack the material, the"},{"speaker":"Julie Schulte","startTime":1045.88,"endTime":1050.32,"body":"product, the component, the"},{"speaker":"Julie Schulte","startTime":1050.5,"endTime":1053.5,"body":"tool, the fixture. Let's put it"},{"speaker":"Julie Schulte","startTime":1050.5,"endTime":1053.5,"body":"on there. So"},{"speaker":"Aaron Moncur","startTime":1055.3,"endTime":1059.68,"body":"yeah, that's a big"},{"speaker":"Aaron Moncur","startTime":1055.3,"endTime":1059.68,"body":"deal these days. Is it in stock,"},{"speaker":"Aaron Moncur","startTime":1059.68,"endTime":1063.58,"body":"right? I've come across a lot of"},{"speaker":"Aaron Moncur","startTime":1059.68,"endTime":1063.58,"body":"suppliers for their website"},{"speaker":"Aaron Moncur","startTime":1063.58,"endTime":1065.89,"body":"says, Yeah, we got this in"},{"speaker":"Aaron Moncur","startTime":1063.58,"endTime":1065.89,"body":"stock, and then I order it and"},{"speaker":"Aaron Moncur","startTime":1065.89,"endTime":1068.38,"body":"they're like, Okay, it'll be"},{"speaker":"Aaron Moncur","startTime":1065.89,"endTime":1068.38,"body":"four weeks until they get there"},{"speaker":"Aaron Moncur","startTime":1068.38,"endTime":1073.21,"body":"and I want to punch someone. So"},{"speaker":"Aaron Moncur","startTime":1068.38,"endTime":1073.21,"body":"do your suppliers really have"},{"speaker":"Aaron Moncur","startTime":1073.21,"endTime":1075.3400000000001,"body":"this stuff in stock? Yeah. And"},{"speaker":"Julie Schulte","startTime":1075.3400000000001,"endTime":1079.39,"body":"We, we've had to"},{"speaker":"Julie Schulte","startTime":1075.3400000000001,"endTime":1079.39,"body":"work really hard. To maintain"},{"speaker":"Julie Schulte","startTime":1079.75,"endTime":1083.14,"body":"that line, we say, Hey, this is"},{"speaker":"Julie Schulte","startTime":1079.75,"endTime":1083.14,"body":"how we're promoting it. This is"},{"speaker":"Julie Schulte","startTime":1083.14,"endTime":1086.6200000000001,"body":"what the engineer is expecting?"},{"speaker":"Julie Schulte","startTime":1083.14,"endTime":1086.6200000000001,"body":"No, you can't just do a quick"},{"speaker":"Julie Schulte","startTime":1086.6200000000001,"endTime":1091.06,"body":"Yep, we'll make it because you"},{"speaker":"Julie Schulte","startTime":1086.6200000000001,"endTime":1091.06,"body":"know, capacity shifts, inventory"},{"speaker":"Julie Schulte","startTime":1091.3600000000001,"endTime":1096.49,"body":"shifts, it goes out of stock."},{"speaker":"Julie Schulte","startTime":1091.3600000000001,"endTime":1096.49,"body":"And so if it's in the store, and"},{"speaker":"Julie Schulte","startTime":1096.49,"endTime":1098.98,"body":"it says it's in stock, so we"},{"speaker":"Julie Schulte","startTime":1096.49,"endTime":1098.98,"body":"have a real time inventory"},{"speaker":"Julie Schulte","startTime":1099.01,"endTime":1101.8,"body":"update, if it says there's"},{"speaker":"Julie Schulte","startTime":1099.01,"endTime":1101.8,"body":"quantity of, you know, 10 on"},{"speaker":"Julie Schulte","startTime":1101.8,"endTime":1104.68,"body":"there, and you buy all 10, it"},{"speaker":"Julie Schulte","startTime":1101.8,"endTime":1104.68,"body":"will automatically show zero in"},{"speaker":"Julie Schulte","startTime":1104.68,"endTime":1108.28,"body":"stock. And we don't allow back"},{"speaker":"Julie Schulte","startTime":1104.68,"endTime":1108.28,"body":"ordering right now. So we do get"},{"speaker":"Julie Schulte","startTime":1108.28,"endTime":1110.74,"body":"pressure from our suppliers that"},{"speaker":"Julie Schulte","startTime":1108.28,"endTime":1110.74,"body":"say, Oh, just give us a week or"},{"speaker":"Julie Schulte","startTime":1110.74,"endTime":1113.74,"body":"two. But we we've held firm and"},{"speaker":"Julie Schulte","startTime":1110.74,"endTime":1113.74,"body":"said if it's in the store, it"},{"speaker":"Julie Schulte","startTime":1113.74,"endTime":1116.68,"body":"needs to be in stock and on the"},{"speaker":"Julie Schulte","startTime":1113.74,"endTime":1116.68,"body":"shelf. And therefore they can"},{"speaker":"Julie Schulte","startTime":1116.68,"endTime":1120.79,"body":"just print out the pre printed"},{"speaker":"Julie Schulte","startTime":1116.68,"endTime":1120.79,"body":"label that gets produced when"},{"speaker":"Julie Schulte","startTime":1120.79,"endTime":1123.64,"body":"the engineer actually places the"},{"speaker":"Julie Schulte","startTime":1120.79,"endTime":1123.64,"body":"order. And they put it on the"},{"speaker":"Julie Schulte","startTime":1123.64,"endTime":1126.5800000000002,"body":"package that's in stock, and it"},{"speaker":"Julie Schulte","startTime":1123.64,"endTime":1126.5800000000002,"body":"ships within 24 to 48 hours"},{"speaker":"Julie Schulte","startTime":1126.6100000000001,"endTime":1127.5700000000002,"body":"business hours."},{"speaker":"Aaron Moncur","startTime":1128.0800000000002,"endTime":1130.03,"body":"That's awesome."},{"speaker":"Aaron Moncur","startTime":1128.0800000000002,"endTime":1130.03,"body":"I'm sure there are lots of"},{"speaker":"Aaron Moncur","startTime":1130.03,"endTime":1135.28,"body":"engineers just clapping right"},{"speaker":"Aaron Moncur","startTime":1130.03,"endTime":1135.28,"body":"now hearing that. So what what"},{"speaker":"Aaron Moncur","startTime":1135.28,"endTime":1138.64,"body":"is the kind of the journey that"},{"speaker":"Aaron Moncur","startTime":1135.28,"endTime":1138.64,"body":"the engineer goes through when"},{"speaker":"Aaron Moncur","startTime":1138.64,"endTime":1141.3400000000001,"body":"they're purchasing something on"},{"speaker":"Aaron Moncur","startTime":1138.64,"endTime":1141.3400000000001,"body":"the website? So they arrive at"},{"speaker":"Aaron Moncur","startTime":1141.3700000000001,"endTime":1145.45,"body":"at Chamfr? Thing is Chamfr.com,"},{"speaker":"Aaron Moncur","startTime":1141.3700000000001,"endTime":1145.45,"body":"right? Correct. Yep. And then"},{"speaker":"Aaron Moncur","startTime":1145.48,"endTime":1146.41,"body":"and then what happens?"},{"speaker":"Julie Schulte","startTime":1147.3500000000001,"endTime":1149.42,"body":"I mean, there's a"},{"speaker":"Julie Schulte","startTime":1147.3500000000001,"endTime":1149.42,"body":"couple different ways you can"},{"speaker":"Julie Schulte","startTime":1149.81,"endTime":1153.3200000000002,"body":"experience the site. But I think"},{"speaker":"Julie Schulte","startTime":1149.81,"endTime":1153.3200000000002,"body":"primarily, if you're looking for"},{"speaker":"Julie Schulte","startTime":1153.3200000000002,"endTime":1157.3400000000001,"body":"in stock components, you just"},{"speaker":"Julie Schulte","startTime":1153.3200000000002,"endTime":1157.3400000000001,"body":"click on either the mega menu, I"},{"speaker":"Julie Schulte","startTime":1157.3400000000001,"endTime":1159.8,"body":"don't know how much of this"},{"speaker":"Julie Schulte","startTime":1157.3400000000001,"endTime":1159.8,"body":"language translates. But you,"},{"speaker":"Julie Schulte","startTime":1159.8300000000002,"endTime":1162.23,"body":"you look for the in stock"},{"speaker":"Julie Schulte","startTime":1159.8300000000002,"endTime":1162.23,"body":"components right at the top of"},{"speaker":"Julie Schulte","startTime":1162.23,"endTime":1164.54,"body":"the homepage, it says, you know,"},{"speaker":"Julie Schulte","startTime":1162.23,"endTime":1164.54,"body":"in stock components, you click"},{"speaker":"Julie Schulte","startTime":1164.54,"endTime":1167.8700000000001,"body":"on there, and you can filter by"},{"speaker":"Julie Schulte","startTime":1164.54,"endTime":1167.8700000000001,"body":"product category, we actually"},{"speaker":"Julie Schulte","startTime":1167.8700000000001,"endTime":1170.45,"body":"have what I call the Google"},{"speaker":"Julie Schulte","startTime":1167.8700000000001,"endTime":1170.45,"body":"search bar, although that's not"},{"speaker":"Julie Schulte","startTime":1170.51,"endTime":1173.0900000000001,"body":"It's not Google. So that's not"},{"speaker":"Julie Schulte","startTime":1170.51,"endTime":1173.0900000000001,"body":"Chamfr search bar, let's say."},{"speaker":"Julie Schulte","startTime":1173.3600000000001,"endTime":1176.24,"body":"And you can type in a supplier"},{"speaker":"Julie Schulte","startTime":1173.3600000000001,"endTime":1176.24,"body":"name, you can type in a"},{"speaker":"Julie Schulte","startTime":1176.24,"endTime":1179.96,"body":"material, you can type in a"},{"speaker":"Julie Schulte","startTime":1176.24,"endTime":1179.96,"body":"specification, and it columns"},{"speaker":"Julie Schulte","startTime":1179.96,"endTime":1182.93,"body":"the whole site, including our"},{"speaker":"Julie Schulte","startTime":1179.96,"endTime":1182.93,"body":"service partners. So I think the"},{"speaker":"Julie Schulte","startTime":1182.93,"endTime":1187.3700000000001,"body":"easiest way to source something"},{"speaker":"Julie Schulte","startTime":1182.93,"endTime":1187.3700000000001,"body":"is to type in the Chamfr search"},{"speaker":"Julie Schulte","startTime":1187.3700000000001,"endTime":1190.49,"body":"bar, because then it will show"},{"speaker":"Julie Schulte","startTime":1187.3700000000001,"endTime":1190.49,"body":"you in any product category,"},{"speaker":"Julie Schulte","startTime":1190.49,"endTime":1194.48,"body":"whether it's a service partner"},{"speaker":"Julie Schulte","startTime":1190.49,"endTime":1194.48,"body":"or the the materials in stock on"},{"speaker":"Julie Schulte","startTime":1194.48,"endTime":1197.96,"body":"the site. But once they find the"},{"speaker":"Julie Schulte","startTime":1194.48,"endTime":1197.96,"body":"component that they're looking"},{"speaker":"Julie Schulte","startTime":1197.96,"endTime":1200.99,"body":"for, you can filter by all of"},{"speaker":"Julie Schulte","startTime":1197.96,"endTime":1200.99,"body":"the parameters the"},{"speaker":"Julie Schulte","startTime":1200.99,"endTime":1203.8700000000001,"body":"specification, so the table at"},{"speaker":"Julie Schulte","startTime":1200.99,"endTime":1203.8700000000001,"body":"the product tables themselves,"},{"speaker":"Julie Schulte","startTime":1203.8700000000001,"endTime":1207.41,"body":"we intentionally designed"},{"speaker":"Julie Schulte","startTime":1203.8700000000001,"endTime":1207.41,"body":"somewhat like an Excel sheet. So"},{"speaker":"Julie Schulte","startTime":1207.41,"endTime":1210.65,"body":"you can filter by the different"},{"speaker":"Julie Schulte","startTime":1207.41,"endTime":1210.65,"body":"attributes. And depending on the"},{"speaker":"Julie Schulte","startTime":1210.65,"endTime":1214.5800000000002,"body":"product category, there might be"},{"speaker":"Julie Schulte","startTime":1210.65,"endTime":1214.5800000000002,"body":"something that's more important"},{"speaker":"Julie Schulte","startTime":1214.5800000000002,"endTime":1218.3300000000002,"body":"for the engineer to filter by."},{"speaker":"Julie Schulte","startTime":1214.5800000000002,"endTime":1218.3300000000002,"body":"So it might be ID it might be od"},{"speaker":"Julie Schulte","startTime":1218.3300000000002,"endTime":1220.91,"body":"it might be material, it might"},{"speaker":"Julie Schulte","startTime":1218.3300000000002,"endTime":1220.91,"body":"be length, you know, whatever it"},{"speaker":"Julie Schulte","startTime":1220.91,"endTime":1224.21,"body":"is the the product tables vary"},{"speaker":"Julie Schulte","startTime":1220.91,"endTime":1224.21,"body":"slightly between the product"},{"speaker":"Julie Schulte","startTime":1224.21,"endTime":1227.54,"body":"categories. And once you find"},{"speaker":"Julie Schulte","startTime":1224.21,"endTime":1227.54,"body":"the product, you're looking for"},{"speaker":"Julie Schulte","startTime":1227.54,"endTime":1231.26,"body":"something that's close, it's as"},{"speaker":"Julie Schulte","startTime":1227.54,"endTime":1231.26,"body":"simple as add to cart, and we"},{"speaker":"Julie Schulte","startTime":1231.26,"endTime":1234.6200000000001,"body":"accept credit cards. They can"},{"speaker":"Julie Schulte","startTime":1231.26,"endTime":1234.6200000000001,"body":"set up a Pio if it's required."},{"speaker":"Julie Schulte","startTime":1235.76,"endTime":1239.78,"body":"They can use their own shipping"},{"speaker":"Julie Schulte","startTime":1235.76,"endTime":1239.78,"body":"account number if the company"},{"speaker":"Julie Schulte","startTime":1239.78,"endTime":1242.24,"body":"has, you know, a corporate"},{"speaker":"Julie Schulte","startTime":1239.78,"endTime":1242.24,"body":"account that can be put in at"},{"speaker":"Julie Schulte","startTime":1242.24,"endTime":1245.3300000000002,"body":"checkout. So it's pretty"},{"speaker":"Julie Schulte","startTime":1242.24,"endTime":1245.3300000000002,"body":"straightforward. I mean, it's"},{"speaker":"Julie Schulte","startTime":1245.3300000000002,"endTime":1248.3300000000002,"body":"literally a couple of clicks of"},{"speaker":"Julie Schulte","startTime":1245.3300000000002,"endTime":1248.3300000000002,"body":"a button and the product is"},{"speaker":"Julie Schulte","startTime":1248.3300000000002,"endTime":1251.63,"body":"shipped. The supplier gets"},{"speaker":"Julie Schulte","startTime":1248.3300000000002,"endTime":1251.63,"body":"notification the minute the"},{"speaker":"Julie Schulte","startTime":1251.63,"endTime":1256.19,"body":"buyer purchases order now. And"},{"speaker":"Julie Schulte","startTime":1251.63,"endTime":1256.19,"body":"so they then the clock starts"},{"speaker":"Julie Schulte","startTime":1256.19,"endTime":1259.3400000000001,"body":"and they've got, you know, 24 to"},{"speaker":"Julie Schulte","startTime":1256.19,"endTime":1259.3400000000001,"body":"48 business hours to print that"},{"speaker":"Julie Schulte","startTime":1259.3400000000001,"endTime":1260.8700000000001,"body":"label out and get it out the"},{"speaker":"Julie Schulte","startTime":1259.3400000000001,"endTime":1260.8700000000001,"body":"door."},{"speaker":"Aaron Moncur","startTime":1261.6200000000001,"endTime":1264.77,"body":"Amazing. That's"},{"speaker":"Aaron Moncur","startTime":1261.6200000000001,"endTime":1264.77,"body":"awesome. Yep. Well, I'm gonna"},{"speaker":"Aaron Moncur","startTime":1264.8,"endTime":1268.19,"body":"take a real short break here and"},{"speaker":"Aaron Moncur","startTime":1264.8,"endTime":1268.19,"body":"share with the listeners that"},{"speaker":"Aaron Moncur","startTime":1268.19,"endTime":1272.81,"body":"Team pipeline.us is where you"},{"speaker":"Aaron Moncur","startTime":1268.19,"endTime":1272.81,"body":"can learn more about how we help"},{"speaker":"Aaron Moncur","startTime":1272.81,"endTime":1275.96,"body":"medical device and other product"},{"speaker":"Aaron Moncur","startTime":1272.81,"endTime":1275.96,"body":"engineering or manufacturing"},{"speaker":"Aaron Moncur","startTime":1275.96,"endTime":1279.8600000000001,"body":"teams develop turnkey equipment,"},{"speaker":"Aaron Moncur","startTime":1275.96,"endTime":1279.8600000000001,"body":"custom fixtures and automated"},{"speaker":"Aaron Moncur","startTime":1279.8600000000001,"endTime":1283.76,"body":"machines to characterize,"},{"speaker":"Aaron Moncur","startTime":1279.8600000000001,"endTime":1283.76,"body":"inspect, assemble, manufacture"},{"speaker":"Aaron Moncur","startTime":1283.76,"endTime":1288.02,"body":"and perform verification testing"},{"speaker":"Aaron Moncur","startTime":1283.76,"endTime":1288.02,"body":"on your devices. We're speaking"},{"speaker":"Aaron Moncur","startTime":1288.02,"endTime":1293.45,"body":"with Julius Sheltie today."},{"speaker":"Aaron Moncur","startTime":1288.02,"endTime":1293.45,"body":"Julie, what? We talked a little"},{"speaker":"Aaron Moncur","startTime":1293.45,"endTime":1297.5,"body":"bit about what what engineers"},{"speaker":"Aaron Moncur","startTime":1293.45,"endTime":1297.5,"body":"can find on Chamfr? Is there? Is"},{"speaker":"Aaron Moncur","startTime":1297.5,"endTime":1300.8600000000001,"body":"there a type of engineer for"},{"speaker":"Aaron Moncur","startTime":1297.5,"endTime":1300.8600000000001,"body":"which Chamfr is not a good fit?"},{"speaker":"Aaron Moncur","startTime":1300.8600000000001,"endTime":1303.68,"body":"Like, if you're this kind of"},{"speaker":"Aaron Moncur","startTime":1300.8600000000001,"endTime":1303.68,"body":"engineer, you're probably not"},{"speaker":"Aaron Moncur","startTime":1303.68,"endTime":1305.3300000000002,"body":"going to find what you're"},{"speaker":"Aaron Moncur","startTime":1303.68,"endTime":1305.3300000000002,"body":"looking for at Chamfr?"},{"speaker":"Julie Schulte","startTime":1307.31,"endTime":1309.8600000000001,"body":"I want to say no,"},{"speaker":"Julie Schulte","startTime":1307.31,"endTime":1309.8600000000001,"body":"because if they don't find what"},{"speaker":"Julie Schulte","startTime":1309.8600000000001,"endTime":1311.99,"body":"they're looking for, and they"},{"speaker":"Julie Schulte","startTime":1309.8600000000001,"endTime":1311.99,"body":"come to tell us, we might be"},{"speaker":"Julie Schulte","startTime":1311.99,"endTime":1314.54,"body":"able to solve that problem for"},{"speaker":"Julie Schulte","startTime":1311.99,"endTime":1314.54,"body":"him. But I think okay, no, I"},{"speaker":"Julie Schulte","startTime":1314.54,"endTime":1318.98,"body":"think we're primarily focused on"},{"speaker":"Julie Schulte","startTime":1314.54,"endTime":1318.98,"body":"the r\u0026d engineer. I mean, the"},{"speaker":"Julie Schulte","startTime":1318.98,"endTime":1322.19,"body":"site itself is intended to"},{"speaker":"Julie Schulte","startTime":1318.98,"endTime":1322.19,"body":"connect buyers and sellers, and"},{"speaker":"Julie Schulte","startTime":1322.19,"endTime":1326.39,"body":"the suppliers can service the"},{"speaker":"Julie Schulte","startTime":1322.19,"endTime":1326.39,"body":"buyer at every stage of their"},{"speaker":"Julie Schulte","startTime":1326.39,"endTime":1328.28,"body":"journey. So you know, if you"},{"speaker":"Julie Schulte","startTime":1326.39,"endTime":1328.28,"body":"think about the product"},{"speaker":"Julie Schulte","startTime":1328.28,"endTime":1330.8,"body":"development cycle, it's like"},{"speaker":"Julie Schulte","startTime":1328.28,"endTime":1330.8,"body":"you're starting with proof of"},{"speaker":"Julie Schulte","startTime":1330.8,"endTime":1334.8200000000002,"body":"concept in r\u0026d. Right? And then"},{"speaker":"Julie Schulte","startTime":1330.8,"endTime":1334.8200000000002,"body":"you, once you've got, you know,"},{"speaker":"Julie Schulte","startTime":1334.8200000000002,"endTime":1337.91,"body":"your design, essentially, you're"},{"speaker":"Julie Schulte","startTime":1334.8200000000002,"endTime":1337.91,"body":"moving into preclinical and"},{"speaker":"Julie Schulte","startTime":1337.91,"endTime":1340.97,"body":"clinical, so you're still in"},{"speaker":"Julie Schulte","startTime":1337.91,"endTime":1340.97,"body":"that low volume stage. And we"},{"speaker":"Julie Schulte","startTime":1340.97,"endTime":1344.54,"body":"have had suppliers put, you"},{"speaker":"Julie Schulte","startTime":1340.97,"endTime":1344.54,"body":"know, what I would consider more"},{"speaker":"Julie Schulte","startTime":1344.54,"endTime":1348.05,"body":"than sort of the initial"},{"speaker":"Julie Schulte","startTime":1344.54,"endTime":1348.05,"body":"requirement of, you know, one Z,"},{"speaker":"Julie Schulte","startTime":1348.05,"endTime":1351.2,"body":"two Z's or five to 10. They've"},{"speaker":"Julie Schulte","startTime":1348.05,"endTime":1351.2,"body":"said, Hey, can we put a couple"},{"speaker":"Julie Schulte","startTime":1351.2,"endTime":1354.98,"body":"100? On? Can we put a couple"},{"speaker":"Julie Schulte","startTime":1351.2,"endTime":1354.98,"body":"1000? It's like, Absolutely, if"},{"speaker":"Julie Schulte","startTime":1354.98,"endTime":1357.5,"body":"it's something that, you know,"},{"speaker":"Julie Schulte","startTime":1354.98,"endTime":1357.5,"body":"is fairly standard, that's"},{"speaker":"Julie Schulte","startTime":1357.5,"endTime":1362.27,"body":"easier to do. Obviously, if it's"},{"speaker":"Julie Schulte","startTime":1357.5,"endTime":1362.27,"body":"custom, it's harder. But so they"},{"speaker":"Julie Schulte","startTime":1362.27,"endTime":1364.8500000000001,"body":"can, they can service them at"},{"speaker":"Julie Schulte","startTime":1362.27,"endTime":1364.8500000000001,"body":"any point in the product"},{"speaker":"Julie Schulte","startTime":1364.8500000000001,"endTime":1367.94,"body":"development cycle. And the idea"},{"speaker":"Julie Schulte","startTime":1364.8500000000001,"endTime":1367.94,"body":"is really to facilitate the"},{"speaker":"Julie Schulte","startTime":1367.94,"endTime":1370.22,"body":"introduction of that"},{"speaker":"Julie Schulte","startTime":1367.94,"endTime":1370.22,"body":"relationship directly. So"},{"speaker":"Julie Schulte","startTime":1370.43,"endTime":1374.3,"body":"another thing that's different"},{"speaker":"Julie Schulte","startTime":1370.43,"endTime":1374.3,"body":"about Chamfr versus maybe, like"},{"speaker":"Julie Schulte","startTime":1374.3300000000002,"endTime":1378.41,"body":"a Cosina, or some of the other"},{"speaker":"Julie Schulte","startTime":1374.3300000000002,"endTime":1378.41,"body":"sites is that we have full"},{"speaker":"Julie Schulte","startTime":1378.41,"endTime":1382.1000000000001,"body":"transparency to who you're"},{"speaker":"Julie Schulte","startTime":1378.41,"endTime":1382.1000000000001,"body":"buying from. So you can see the"},{"speaker":"Julie Schulte","startTime":1382.1000000000001,"endTime":1385.8500000000001,"body":"vendor and you can't you know,"},{"speaker":"Julie Schulte","startTime":1382.1000000000001,"endTime":1385.8500000000001,"body":"that everybody on our site, it"},{"speaker":"Julie Schulte","startTime":1385.8500000000001,"endTime":1389.5700000000002,"body":"shows, you know, who has ISO"},{"speaker":"Julie Schulte","startTime":1385.8500000000001,"endTime":1389.5700000000002,"body":"1345 certification right now,"},{"speaker":"Julie Schulte","startTime":1389.5700000000002,"endTime":1392.81,"body":"all of our sellers do. Some of"},{"speaker":"Julie Schulte","startTime":1389.5700000000002,"endTime":1392.81,"body":"them. It's not a requirement,"},{"speaker":"Julie Schulte","startTime":1392.81,"endTime":1395.0900000000001,"body":"but they know that eventually to"},{"speaker":"Julie Schulte","startTime":1392.81,"endTime":1395.0900000000001,"body":"service the medical device"},{"speaker":"Julie Schulte","startTime":1395.0900000000001,"endTime":1398.3,"body":"engineer, they're going to have"},{"speaker":"Julie Schulte","startTime":1395.0900000000001,"endTime":1398.3,"body":"to get it right. Yeah. So yeah,"},{"speaker":"Julie Schulte","startTime":1398.3300000000002,"endTime":1400.5800000000002,"body":"they can service them at every"},{"speaker":"Julie Schulte","startTime":1398.3300000000002,"endTime":1400.5800000000002,"body":"stage of the journey, which is"},{"speaker":"Julie Schulte","startTime":1400.5800000000002,"endTime":1403.3400000000001,"body":"why I don't like to just say"},{"speaker":"Julie Schulte","startTime":1400.5800000000002,"endTime":1403.3400000000001,"body":"it's only for r\u0026d engineers, but"},{"speaker":"Julie Schulte","startTime":1403.3400000000001,"endTime":1406.5800000000002,"body":"that is our target audience that"},{"speaker":"Julie Schulte","startTime":1403.3400000000001,"endTime":1406.5800000000002,"body":"we're trying to serve. Because,"},{"speaker":"Julie Schulte","startTime":1406.76,"endTime":1409.8200000000002,"body":"in my opinion, and experience,"},{"speaker":"Julie Schulte","startTime":1406.76,"endTime":1409.8200000000002,"body":"they're underserved in our"},{"speaker":"Julie Schulte","startTime":1409.8200000000002,"endTime":1412.88,"body":"industry. And that's where it"},{"speaker":"Julie Schulte","startTime":1409.8200000000002,"endTime":1412.88,"body":"starts. That's where innovation"},{"speaker":"Julie Schulte","startTime":1412.88,"endTime":1413.3600000000001,"body":"starts."},{"speaker":"Aaron Moncur","startTime":1413.75,"endTime":1417.8300000000002,"body":"That's right."},{"speaker":"Aaron Moncur","startTime":1413.75,"endTime":1417.8300000000002,"body":"Yeah. So I'm an r\u0026d engineer."},{"speaker":"Aaron Moncur","startTime":1417.8600000000001,"endTime":1421.01,"body":"And I've ordered, you know, a"},{"speaker":"Aaron Moncur","startTime":1417.8600000000001,"endTime":1421.01,"body":"few dozen components for"},{"speaker":"Aaron Moncur","startTime":1421.01,"endTime":1423.74,"body":"whatever I'm testing balloon"},{"speaker":"Aaron Moncur","startTime":1421.01,"endTime":1423.74,"body":"catheter or something like that."},{"speaker":"Aaron Moncur","startTime":1423.92,"endTime":1428.3,"body":"I've got my prototypes built,"},{"speaker":"Aaron Moncur","startTime":1423.92,"endTime":1428.3,"body":"things are working. We've gone"},{"speaker":"Aaron Moncur","startTime":1428.3,"endTime":1431.8400000000001,"body":"through some verification"},{"speaker":"Aaron Moncur","startTime":1428.3,"endTime":1431.8400000000001,"body":"efforts, and we're starting to"},{"speaker":"Aaron Moncur","startTime":1431.8400000000001,"endTime":1437.3300000000002,"body":"get into production now. Am I am"},{"speaker":"Aaron Moncur","startTime":1431.8400000000001,"endTime":1437.3300000000002,"body":"I still going to Chamfr to to"},{"speaker":"Aaron Moncur","startTime":1437.3600000000001,"endTime":1440.27,"body":"order production volumes? Or"},{"speaker":"Aaron Moncur","startTime":1437.3600000000001,"endTime":1440.27,"body":"like, how does that transition"},{"speaker":"Aaron Moncur","startTime":1440.27,"endTime":1440.3300000000002,"body":"at"},{"speaker":"Julie Schulte","startTime":1440.3300000000002,"endTime":1442.28,"body":"that point,"},{"speaker":"Julie Schulte","startTime":1440.3300000000002,"endTime":1442.28,"body":"you're working directly with the"},{"speaker":"Julie Schulte","startTime":1442.28,"endTime":1445.55,"body":"supplier? Yep. Because you know"},{"speaker":"Julie Schulte","startTime":1442.28,"endTime":1445.55,"body":"who the supplier is, you've"},{"speaker":"Julie Schulte","startTime":1445.55,"endTime":1449.15,"body":"received components from them."},{"speaker":"Julie Schulte","startTime":1445.55,"endTime":1449.15,"body":"And more than likely, you've had"},{"speaker":"Julie Schulte","startTime":1449.15,"endTime":1453.77,"body":"to iterate right? So it may not"},{"speaker":"Julie Schulte","startTime":1449.15,"endTime":1453.77,"body":"be an exact fit. So you can use"},{"speaker":"Julie Schulte","startTime":1454.19,"endTime":1457.52,"body":"Chamfrs online system to"},{"speaker":"Julie Schulte","startTime":1454.19,"endTime":1457.52,"body":"iterate. So if you order a"},{"speaker":"Julie Schulte","startTime":1457.52,"endTime":1460.16,"body":"specific component, you can go"},{"speaker":"Julie Schulte","startTime":1457.52,"endTime":1460.16,"body":"back in and say this was the"},{"speaker":"Julie Schulte","startTime":1460.16,"endTime":1462.95,"body":"base component that I ordered, I"},{"speaker":"Julie Schulte","startTime":1460.16,"endTime":1462.95,"body":"need this tweak to it, and it"},{"speaker":"Julie Schulte","startTime":1462.95,"endTime":1465.74,"body":"will track it almost like a"},{"speaker":"Julie Schulte","startTime":1462.95,"endTime":1465.74,"body":"Slack channel. So that you have"},{"speaker":"Julie Schulte","startTime":1465.8,"endTime":1468.5900000000001,"body":"a record and a history of what"},{"speaker":"Julie Schulte","startTime":1465.8,"endTime":1468.5900000000001,"body":"you started with for a"},{"speaker":"Julie Schulte","startTime":1468.5900000000001,"endTime":1472.04,"body":"specification and what you"},{"speaker":"Julie Schulte","startTime":1468.5900000000001,"endTime":1472.04,"body":"iterated on. And they can create"},{"speaker":"Julie Schulte","startTime":1472.04,"endTime":1474.8600000000001,"body":"the supplier can create a custom"},{"speaker":"Julie Schulte","startTime":1472.04,"endTime":1474.8600000000001,"body":"part number in there for you,"},{"speaker":"Julie Schulte","startTime":1474.8600000000001,"endTime":1478.04,"body":"and you can check out online."},{"speaker":"Julie Schulte","startTime":1474.8600000000001,"endTime":1478.04,"body":"But at any point in the process,"},{"speaker":"Julie Schulte","startTime":1478.04,"endTime":1481.94,"body":"once that introduction has been"},{"speaker":"Julie Schulte","startTime":1478.04,"endTime":1481.94,"body":"made, you can go direct. So the"},{"speaker":"Julie Schulte","startTime":1481.94,"endTime":1484.88,"body":"engineer is then directly"},{"speaker":"Julie Schulte","startTime":1481.94,"endTime":1484.88,"body":"working with the supplier or the"},{"speaker":"Julie Schulte","startTime":1484.88,"endTime":1486.92,"body":"suppliers directly servicing the"},{"speaker":"Julie Schulte","startTime":1484.88,"endTime":1486.92,"body":"engineer."},{"speaker":"Aaron Moncur","startTime":1487.8200000000002,"endTime":1491.51,"body":"It sounds like to"},{"speaker":"Aaron Moncur","startTime":1487.8200000000002,"endTime":1491.51,"body":"me this is wonderful that Chamfr"},{"speaker":"Aaron Moncur","startTime":1491.51,"endTime":1494.78,"body":"is really just trying to make"},{"speaker":"Aaron Moncur","startTime":1491.51,"endTime":1494.78,"body":"the introduction. So some of the"},{"speaker":"Aaron Moncur","startTime":1494.78,"endTime":1498.29,"body":"first few parts but then if that"},{"speaker":"Aaron Moncur","startTime":1494.78,"endTime":1498.29,"body":"relationship between the buyer"},{"speaker":"Aaron Moncur","startTime":1498.29,"endTime":1501.44,"body":"and the supplier continues into"},{"speaker":"Aaron Moncur","startTime":1498.29,"endTime":1501.44,"body":"production Chamfr is not trying"},{"speaker":"Aaron Moncur","startTime":1501.44,"endTime":1504.2,"body":"to be like, Well hold on this"},{"speaker":"Aaron Moncur","startTime":1501.44,"endTime":1504.2,"body":"r\u0026d engineer. That's that's our"},{"speaker":"Aaron Moncur","startTime":1504.2,"endTime":1507.1100000000001,"body":"customer, Mr. supplier, you need"},{"speaker":"Aaron Moncur","startTime":1504.2,"endTime":1507.1100000000001,"body":"to go through us all the time."},{"speaker":"Aaron Moncur","startTime":1507.26,"endTime":1510.38,"body":"You just make the clean handoff"},{"speaker":"Aaron Moncur","startTime":1507.26,"endTime":1510.38,"body":"and they can work together"},{"speaker":"Aaron Moncur","startTime":1510.41,"endTime":1511.13,"body":"independently."},{"speaker":"Julie Schulte","startTime":1511.43,"endTime":1514.88,"body":"Absolutely. Our"},{"speaker":"Julie Schulte","startTime":1511.43,"endTime":1514.88,"body":"entire philosophy is to reduce"},{"speaker":"Julie Schulte","startTime":1514.88,"endTime":1518.96,"body":"friction and barriers not create"},{"speaker":"Julie Schulte","startTime":1514.88,"endTime":1518.96,"body":"more. So we just want an online"},{"speaker":"Julie Schulte","startTime":1518.96,"endTime":1522.68,"body":"resource that allows engineers"},{"speaker":"Julie Schulte","startTime":1518.96,"endTime":1522.68,"body":"to connect with sellers and"},{"speaker":"Julie Schulte","startTime":1522.68,"endTime":1526.3400000000001,"body":"buyers again, whether it's"},{"speaker":"Julie Schulte","startTime":1522.68,"endTime":1526.3400000000001,"body":"services or products, raw"},{"speaker":"Julie Schulte","startTime":1526.3400000000001,"endTime":1531.8,"body":"materials, tooling, fixturing"},{"speaker":"Julie Schulte","startTime":1526.3400000000001,"endTime":1531.8,"body":"just a quicker way of sort of"},{"speaker":"Julie Schulte","startTime":1531.8,"endTime":1534.26,"body":"making that connection and"},{"speaker":"Julie Schulte","startTime":1531.8,"endTime":1534.26,"body":"finding the people that can help"},{"speaker":"Julie Schulte","startTime":1534.26,"endTime":1536.93,"body":"them get to the next step"},{"speaker":"Julie Schulte","startTime":1534.26,"endTime":1536.93,"body":"faster. And then we get out of"},{"speaker":"Julie Schulte","startTime":1536.93,"endTime":1537.2,"body":"the way."},{"speaker":"Aaron Moncur","startTime":1538.04,"endTime":1540.8300000000002,"body":"Nice, love it."},{"speaker":"Aaron Moncur","startTime":1538.04,"endTime":1540.8300000000002,"body":"Well, what are some of the"},{"speaker":"Aaron Moncur","startTime":1540.8600000000001,"endTime":1544.7,"body":"challenges that you've had to"},{"speaker":"Aaron Moncur","startTime":1540.8600000000001,"endTime":1544.7,"body":"overcome building aside, growing"},{"speaker":"Aaron Moncur","startTime":1544.7,"endTime":1546.5,"body":"the business getting the word"},{"speaker":"Aaron Moncur","startTime":1544.7,"endTime":1546.5,"body":"out."},{"speaker":"Julie Schulte","startTime":1548.06,"endTime":1550.19,"body":"I think the"},{"speaker":"Julie Schulte","startTime":1548.06,"endTime":1550.19,"body":"biggest, you know, the biggest"},{"speaker":"Julie Schulte","startTime":1550.19,"endTime":1553.0700000000002,"body":"one is really just getting"},{"speaker":"Julie Schulte","startTime":1550.19,"endTime":1553.0700000000002,"body":"suppliers to create inventory."},{"speaker":"Julie Schulte","startTime":1553.0700000000002,"endTime":1555.92,"body":"Because again, there's this,"},{"speaker":"Julie Schulte","startTime":1553.0700000000002,"endTime":1555.92,"body":"there's this mental barrier to"},{"speaker":"Julie Schulte","startTime":1555.92,"endTime":1559.0700000000002,"body":"understanding that the reason"},{"speaker":"Julie Schulte","startTime":1555.92,"endTime":1559.0700000000002,"body":"the engineers are creating a"},{"speaker":"Julie Schulte","startTime":1559.0700000000002,"endTime":1563.6000000000001,"body":"spec at the very early stages is"},{"speaker":"Julie Schulte","startTime":1559.0700000000002,"endTime":1563.6000000000001,"body":"because nothing exists for them"},{"speaker":"Julie Schulte","startTime":1563.6000000000001,"endTime":1568.94,"body":"to purchase, right? Or at least"},{"speaker":"Julie Schulte","startTime":1563.6000000000001,"endTime":1568.94,"body":"in the old model. And so that"},{"speaker":"Julie Schulte","startTime":1568.97,"endTime":1572.0900000000001,"body":"that barrier was probably more"},{"speaker":"Julie Schulte","startTime":1568.97,"endTime":1572.0900000000001,"body":"significant than I thought it"},{"speaker":"Julie Schulte","startTime":1572.0900000000001,"endTime":1574.67,"body":"would be. Because to me, I'd"},{"speaker":"Julie Schulte","startTime":1572.0900000000001,"endTime":1574.67,"body":"been selling to engineers, for"},{"speaker":"Julie Schulte","startTime":1574.67,"endTime":1577.1000000000001,"body":"so long, I knew they were"},{"speaker":"Julie Schulte","startTime":1574.67,"endTime":1577.1000000000001,"body":"saying, Julie, just get me"},{"speaker":"Julie Schulte","startTime":1577.1000000000001,"endTime":1580.0700000000002,"body":"something that's close enough. I"},{"speaker":"Julie Schulte","startTime":1577.1000000000001,"endTime":1580.0700000000002,"body":"mean, we can talk general French"},{"speaker":"Julie Schulte","startTime":1580.0700000000002,"endTime":1582.8600000000001,"body":"sizes, it doesn't even have to"},{"speaker":"Julie Schulte","startTime":1580.0700000000002,"endTime":1582.8600000000001,"body":"have a specification, and you"},{"speaker":"Julie Schulte","startTime":1582.8600000000001,"endTime":1586.43,"body":"can charge me 10x, I just need"},{"speaker":"Julie Schulte","startTime":1582.8600000000001,"endTime":1586.43,"body":"to know which direction to go"},{"speaker":"Julie Schulte","startTime":1586.43,"endTime":1590.18,"body":"here. Right. And so, so trying"},{"speaker":"Julie Schulte","startTime":1586.43,"endTime":1590.18,"body":"to convince suppliers that if"},{"speaker":"Julie Schulte","startTime":1590.18,"endTime":1596.06,"body":"they created, you know, some,"},{"speaker":"Julie Schulte","startTime":1590.18,"endTime":1596.06,"body":"some samples to use your word"},{"speaker":"Julie Schulte","startTime":1596.0900000000001,"endTime":1600.89,"body":"within a certain range of sizes,"},{"speaker":"Julie Schulte","startTime":1596.0900000000001,"endTime":1600.89,"body":"it would be close enough was was"},{"speaker":"Julie Schulte","startTime":1600.89,"endTime":1604.64,"body":"a hard, hard battle to fight."},{"speaker":"Julie Schulte","startTime":1600.89,"endTime":1604.64,"body":"But once they did a lot of our"},{"speaker":"Julie Schulte","startTime":1604.64,"endTime":1607.01,"body":"early suppliers that did get it,"},{"speaker":"Julie Schulte","startTime":1604.64,"endTime":1607.01,"body":"you know, they were the ones"},{"speaker":"Julie Schulte","startTime":1607.01,"endTime":1609.44,"body":"that said, this is brilliant,"},{"speaker":"Julie Schulte","startTime":1607.01,"endTime":1609.44,"body":"let's do this, let's invest in"},{"speaker":"Julie Schulte","startTime":1609.44,"endTime":1612.02,"body":"it. And they've now you know,"},{"speaker":"Julie Schulte","startTime":1609.44,"endTime":1612.02,"body":"exponentially increase their"},{"speaker":"Julie Schulte","startTime":1612.02,"endTime":1615.05,"body":"online offering, once they"},{"speaker":"Julie Schulte","startTime":1612.02,"endTime":1615.05,"body":"started seeing the success and"},{"speaker":"Julie Schulte","startTime":1615.05,"endTime":1617.21,"body":"saying, Oh, you're right, you"},{"speaker":"Julie Schulte","startTime":1615.05,"endTime":1617.21,"body":"know, there's only so many"},{"speaker":"Julie Schulte","startTime":1617.21,"endTime":1620.72,"body":"different sizes of devices, you"},{"speaker":"Julie Schulte","startTime":1617.21,"endTime":1620.72,"body":"can you can design, right? So"},{"speaker":"Julie Schulte","startTime":1620.72,"endTime":1623.45,"body":"you in the end, you're gonna"},{"speaker":"Julie Schulte","startTime":1620.72,"endTime":1623.45,"body":"have to have an exact"},{"speaker":"Julie Schulte","startTime":1623.45,"endTime":1625.94,"body":"specification and tight"},{"speaker":"Julie Schulte","startTime":1623.45,"endTime":1625.94,"body":"tolerances and all that. But in"},{"speaker":"Julie Schulte","startTime":1625.94,"endTime":1628.4,"body":"the beginning, you're just"},{"speaker":"Julie Schulte","startTime":1625.94,"endTime":1628.4,"body":"trying to figure out if the"},{"speaker":"Julie Schulte","startTime":1628.4,"endTime":1632.72,"body":"device even works, right. So. So"},{"speaker":"Julie Schulte","startTime":1628.4,"endTime":1632.72,"body":"once people started investing in"},{"speaker":"Julie Schulte","startTime":1632.72,"endTime":1636.3200000000002,"body":"the inventory, and realizing how"},{"speaker":"Julie Schulte","startTime":1632.72,"endTime":1636.3200000000002,"body":"turnkey the model was, and that"},{"speaker":"Julie Schulte","startTime":1636.3200000000002,"endTime":1640.19,"body":"engineers were loving it, then"},{"speaker":"Julie Schulte","startTime":1636.3200000000002,"endTime":1640.19,"body":"it was easier to start getting"},{"speaker":"Julie Schulte","startTime":1640.19,"endTime":1643.04,"body":"more people saying, Oh, this is"},{"speaker":"Julie Schulte","startTime":1640.19,"endTime":1643.04,"body":"this is real, they will grab"},{"speaker":"Julie Schulte","startTime":1643.04,"endTime":1645.8600000000001,"body":"something if it's close enough."},{"speaker":"Julie Schulte","startTime":1643.04,"endTime":1645.8600000000001,"body":"And then that became, you know,"},{"speaker":"Julie Schulte","startTime":1645.8600000000001,"endTime":1648.47,"body":"a good way for them to, again,"},{"speaker":"Julie Schulte","startTime":1645.8600000000001,"endTime":1648.47,"body":"have the introduction point. And"},{"speaker":"Julie Schulte","startTime":1648.47,"endTime":1653.48,"body":"really, the pandemic was a huge,"},{"speaker":"Julie Schulte","startTime":1648.47,"endTime":1653.48,"body":"I mean, that was a definitely"},{"speaker":"Julie Schulte","startTime":1653.51,"endTime":1656.99,"body":"positive for us in terms of just"},{"speaker":"Julie Schulte","startTime":1653.51,"endTime":1656.99,"body":"uptick on the site, both on the"},{"speaker":"Julie Schulte","startTime":1656.99,"endTime":1660.68,"body":"buy and the sell side. Because"},{"speaker":"Julie Schulte","startTime":1656.99,"endTime":1660.68,"body":"buyers weren't going to trade"},{"speaker":"Julie Schulte","startTime":1660.68,"endTime":1662.99,"body":"shows they weren't traveling"},{"speaker":"Julie Schulte","startTime":1660.68,"endTime":1662.99,"body":"sellers weren't allowed to come"},{"speaker":"Julie Schulte","startTime":1662.99,"endTime":1665.6000000000001,"body":"into facilities. And so they"},{"speaker":"Julie Schulte","startTime":1662.99,"endTime":1665.6000000000001,"body":"were doing everything online."},{"speaker":"Julie Schulte","startTime":1665.63,"endTime":1668.8400000000001,"body":"And then the suppliers kind of"},{"speaker":"Julie Schulte","startTime":1665.63,"endTime":1668.8400000000001,"body":"got desperate and said, Fine,"},{"speaker":"Julie Schulte","startTime":1668.8400000000001,"endTime":1671.21,"body":"we'll try this thing you've been"},{"speaker":"Julie Schulte","startTime":1668.8400000000001,"endTime":1671.21,"body":"passionate and push about"},{"speaker":"Julie Schulte","startTime":1671.24,"endTime":1675.41,"body":"question. You know, it really"},{"speaker":"Julie Schulte","startTime":1671.24,"endTime":1675.41,"body":"created a very successful model"},{"speaker":"Julie Schulte","startTime":1675.41,"endTime":1677.78,"body":"for both sides. And then that"},{"speaker":"Julie Schulte","startTime":1675.41,"endTime":1677.78,"body":"gave us the moment that we"},{"speaker":"Julie Schulte","startTime":1677.78,"endTime":1681.56,"body":"needed to continue to expand the"},{"speaker":"Julie Schulte","startTime":1677.78,"endTime":1681.56,"body":"toolbox, if you will. Well,"},{"speaker":"Aaron Moncur","startTime":1681.5900000000001,"endTime":1683.24,"body":"that's great. Just"},{"speaker":"Aaron Moncur","startTime":1681.5900000000001,"endTime":1683.24,"body":"the right timing, huh?"},{"speaker":"Julie Schulte","startTime":1683.3300000000002,"endTime":1684.8300000000002,"body":"Yeah. Got lucky"},{"speaker":"Julie Schulte","startTime":1683.3300000000002,"endTime":1684.8300000000002,"body":"there."},{"speaker":"Aaron Moncur","startTime":1686.06,"endTime":1689.42,"body":"Well, what about"},{"speaker":"Aaron Moncur","startTime":1686.06,"endTime":1689.42,"body":"surprises? What surprises? Have"},{"speaker":"Aaron Moncur","startTime":1689.42,"endTime":1692.18,"body":"you encountered? I guess you,"},{"speaker":"Aaron Moncur","startTime":1689.42,"endTime":1692.18,"body":"you mentioned one already, which"},{"speaker":"Aaron Moncur","startTime":1692.18,"endTime":1695.96,"body":"was you didn't expect the"},{"speaker":"Aaron Moncur","startTime":1692.18,"endTime":1695.96,"body":"suppliers to be such a challenge"},{"speaker":"Aaron Moncur","startTime":1695.96,"endTime":1698.93,"body":"to create this offering? Any"},{"speaker":"Aaron Moncur","startTime":1695.96,"endTime":1698.93,"body":"other surprises that you've"},{"speaker":"Aaron Moncur","startTime":1698.93,"endTime":1701.18,"body":"encountered that that you just"},{"speaker":"Aaron Moncur","startTime":1698.93,"endTime":1701.18,"body":"like, Wow, where did that come?"},{"speaker":"Aaron Moncur","startTime":1701.18,"endTime":1702.77,"body":"I hadn't even thought about"},{"speaker":"Aaron Moncur","startTime":1701.18,"endTime":1702.77,"body":"that?"},{"speaker":"Julie Schulte","startTime":1703.67,"endTime":1705.53,"body":"Well, I mean, we"},{"speaker":"Julie Schulte","startTime":1703.67,"endTime":1705.53,"body":"so we bootstrapped the entire"},{"speaker":"Julie Schulte","startTime":1705.53,"endTime":1710.27,"body":"business. We we quit our day"},{"speaker":"Julie Schulte","startTime":1705.53,"endTime":1710.27,"body":"jobs. I mean, to be fair, we had"},{"speaker":"Julie Schulte","startTime":1710.27,"endTime":1712.64,"body":"side hustles in the beginning as"},{"speaker":"Julie Schulte","startTime":1710.27,"endTime":1712.64,"body":"what we call them. So we said"},{"speaker":"Julie Schulte","startTime":1712.67,"endTime":1715.8200000000002,"body":"Chamfr is our primary focus, but"},{"speaker":"Julie Schulte","startTime":1712.67,"endTime":1715.8200000000002,"body":"we're gonna maintain a side"},{"speaker":"Julie Schulte","startTime":1715.8200000000002,"endTime":1718.43,"body":"hustle, which was, you know, the"},{"speaker":"Julie Schulte","startTime":1715.8200000000002,"endTime":1718.43,"body":"day jobs that we were doing, so"},{"speaker":"Julie Schulte","startTime":1718.43,"endTime":1722.24,"body":"we bootstrapped the business."},{"speaker":"Julie Schulte","startTime":1718.43,"endTime":1722.24,"body":"And just, I mean, when people"},{"speaker":"Julie Schulte","startTime":1722.24,"endTime":1725.1200000000001,"body":"say entrepreneurship is not for"},{"speaker":"Julie Schulte","startTime":1722.24,"endTime":1725.1200000000001,"body":"the faint of heart, they really"},{"speaker":"Julie Schulte","startTime":1725.1200000000001,"endTime":1729.47,"body":"mean it, you know, scaling,"},{"speaker":"Julie Schulte","startTime":1725.1200000000001,"endTime":1729.47,"body":"trying to stay focused, making"},{"speaker":"Julie Schulte","startTime":1729.47,"endTime":1731.9,"body":"sure we didn't bite off more"},{"speaker":"Julie Schulte","startTime":1729.47,"endTime":1731.9,"body":"than we could chew, making sure"},{"speaker":"Julie Schulte","startTime":1731.9,"endTime":1735.44,"body":"we had product market fit that"},{"speaker":"Julie Schulte","startTime":1731.9,"endTime":1735.44,"body":"when we were iterating feature"},{"speaker":"Julie Schulte","startTime":1735.44,"endTime":1738.3500000000001,"body":"sets, we were going out and"},{"speaker":"Julie Schulte","startTime":1735.44,"endTime":1738.3500000000001,"body":"getting the engineers feedback,"},{"speaker":"Julie Schulte","startTime":1738.3500000000001,"endTime":1740.72,"body":"and not just creating, you know,"},{"speaker":"Julie Schulte","startTime":1738.3500000000001,"endTime":1740.72,"body":"what we thought would be"},{"speaker":"Julie Schulte","startTime":1740.72,"endTime":1742.8500000000001,"body":"interesting, but really"},{"speaker":"Julie Schulte","startTime":1740.72,"endTime":1742.8500000000001,"body":"understanding what was most"},{"speaker":"Julie Schulte","startTime":1742.8500000000001,"endTime":1745.5800000000002,"body":"valuable to them. So we had to"},{"speaker":"Julie Schulte","startTime":1742.8500000000001,"endTime":1745.5800000000002,"body":"be very disciplined from the"},{"speaker":"Julie Schulte","startTime":1745.5800000000002,"endTime":1748.19,"body":"beginning. So I would say that"},{"speaker":"Julie Schulte","startTime":1745.5800000000002,"endTime":1748.19,"body":"that's been one of the biggest"},{"speaker":"Julie Schulte","startTime":1748.19,"endTime":1750.8300000000002,"body":"challenges. And, you know, we've"},{"speaker":"Julie Schulte","startTime":1748.19,"endTime":1750.8300000000002,"body":"now developed a process that"},{"speaker":"Julie Schulte","startTime":1750.8600000000001,"endTime":1755.24,"body":"always puts the engineers needs"},{"speaker":"Julie Schulte","startTime":1750.8600000000001,"endTime":1755.24,"body":"first. And we've got some really"},{"speaker":"Julie Schulte","startTime":1755.24,"endTime":1758.18,"body":"good super users who just, you"},{"speaker":"Julie Schulte","startTime":1755.24,"endTime":1758.18,"body":"know, give us very candid"},{"speaker":"Julie Schulte","startTime":1758.18,"endTime":1761.18,"body":"feedback like this is what would"},{"speaker":"Julie Schulte","startTime":1758.18,"endTime":1761.18,"body":"help make my life easier. These"},{"speaker":"Julie Schulte","startTime":1761.18,"endTime":1763.76,"body":"are the products I want to see,"},{"speaker":"Julie Schulte","startTime":1761.18,"endTime":1763.76,"body":"these are the sellers that, you"},{"speaker":"Julie Schulte","startTime":1763.76,"endTime":1766.1000000000001,"body":"know, they go out and tell"},{"speaker":"Julie Schulte","startTime":1763.76,"endTime":1766.1000000000001,"body":"sellers to get on our site on"},{"speaker":"Julie Schulte","startTime":1766.1000000000001,"endTime":1768.65,"body":"our behalf, which has been"},{"speaker":"Julie Schulte","startTime":1766.1000000000001,"endTime":1768.65,"body":"amazing, because if they can't"},{"speaker":"Julie Schulte","startTime":1768.65,"endTime":1771.23,"body":"get their head around it when"},{"speaker":"Julie Schulte","startTime":1768.65,"endTime":1771.23,"body":"the engineer says, Get on"},{"speaker":"Julie Schulte","startTime":1771.26,"endTime":1773.21,"body":"Chamfr, and then I'll start"},{"speaker":"Julie Schulte","startTime":1771.26,"endTime":1773.21,"body":"buying from you that that"},{"speaker":"Julie Schulte","startTime":1773.21,"endTime":1777.29,"body":"resonates pretty quickly. I"},{"speaker":"Julie Schulte","startTime":1773.21,"endTime":1777.29,"body":"think the other the other thing"},{"speaker":"Julie Schulte","startTime":1777.3200000000002,"endTime":1781.6100000000001,"body":"was just sort of how the"},{"speaker":"Julie Schulte","startTime":1777.3200000000002,"endTime":1781.6100000000001,"body":"suppliers decided to invest in"},{"speaker":"Julie Schulte","startTime":1781.6100000000001,"endTime":1785.24,"body":"the channel. I mean, I think I"},{"speaker":"Julie Schulte","startTime":1781.6100000000001,"endTime":1785.24,"body":"mentioned I was in charge of"},{"speaker":"Julie Schulte","startTime":1785.24,"endTime":1787.46,"body":"sales and marketing. So I"},{"speaker":"Julie Schulte","startTime":1785.24,"endTime":1787.46,"body":"understood you know, how this"},{"speaker":"Julie Schulte","startTime":1787.46,"endTime":1790.8200000000002,"body":"stacked up against other"},{"speaker":"Julie Schulte","startTime":1787.46,"endTime":1790.8200000000002,"body":"marketing efforts that suppliers"},{"speaker":"Julie Schulte","startTime":1790.8200000000002,"endTime":1794.06,"body":"invest in to try and meet the"},{"speaker":"Julie Schulte","startTime":1790.8200000000002,"endTime":1794.06,"body":"engineers where they're at. But"},{"speaker":"Julie Schulte","startTime":1794.06,"endTime":1796.79,"body":"it's like, if you're"},{"speaker":"Julie Schulte","startTime":1794.06,"endTime":1796.79,"body":"advertising, if you're at a"},{"speaker":"Julie Schulte","startTime":1796.79,"endTime":1799.67,"body":"trade show, you're sort of just"},{"speaker":"Julie Schulte","startTime":1796.79,"endTime":1799.67,"body":"blanketly putting your name out"},{"speaker":"Julie Schulte","startTime":1799.67,"endTime":1802.49,"body":"there, but you're not giving the"},{"speaker":"Julie Schulte","startTime":1799.67,"endTime":1802.49,"body":"engineers something they need"},{"speaker":"Julie Schulte","startTime":1802.49,"endTime":1805.0700000000002,"body":"that can make their life easier"},{"speaker":"Julie Schulte","startTime":1802.49,"endTime":1805.0700000000002,"body":"and meeting them where they want"},{"speaker":"Julie Schulte","startTime":1805.0700000000002,"endTime":1807.71,"body":"to be mad, which is, you know,"},{"speaker":"Julie Schulte","startTime":1805.0700000000002,"endTime":1807.71,"body":"online, then have to pick up the"},{"speaker":"Julie Schulte","startTime":1807.71,"endTime":1811.46,"body":"phone and call and wait for a"},{"speaker":"Julie Schulte","startTime":1807.71,"endTime":1811.46,"body":"quote and all that stuff. So so"},{"speaker":"Julie Schulte","startTime":1811.46,"endTime":1815.3600000000001,"body":"the ROI is like unprecedented"},{"speaker":"Julie Schulte","startTime":1811.46,"endTime":1815.3600000000001,"body":"for anything in our space. But I"},{"speaker":"Julie Schulte","startTime":1815.3600000000001,"endTime":1819.47,"body":"think, again, it's just such a"},{"speaker":"Julie Schulte","startTime":1815.3600000000001,"endTime":1819.47,"body":"new model. People are like, wait"},{"speaker":"Julie Schulte","startTime":1819.47,"endTime":1821.8700000000001,"body":"a second, Who Moved My Cheese,"},{"speaker":"Julie Schulte","startTime":1819.47,"endTime":1821.8700000000001,"body":"and we're doing something"},{"speaker":"Julie Schulte","startTime":1821.8700000000001,"endTime":1825.0800000000002,"body":"different in med device. And as"},{"speaker":"Julie Schulte","startTime":1821.8700000000001,"endTime":1825.0800000000002,"body":"you know, we are not like, you"},{"speaker":"Julie Schulte","startTime":1825.0800000000002,"endTime":1828.05,"body":"know, we're not at the forefront"},{"speaker":"Julie Schulte","startTime":1825.0800000000002,"endTime":1828.05,"body":"of innovating processes and"},{"speaker":"Julie Schulte","startTime":1828.05,"endTime":1832.01,"body":"systems. And so, one of the"},{"speaker":"Julie Schulte","startTime":1828.05,"endTime":1832.01,"body":"things that's been spectacular"},{"speaker":"Julie Schulte","startTime":1832.01,"endTime":1834.8,"body":"is because the engineers have"},{"speaker":"Julie Schulte","startTime":1832.01,"endTime":1834.8,"body":"been so vocal and just said, you"},{"speaker":"Julie Schulte","startTime":1834.8,"endTime":1838.52,"body":"know, we want more products, we"},{"speaker":"Julie Schulte","startTime":1834.8,"endTime":1838.52,"body":"want them online, we we don't"},{"speaker":"Julie Schulte","startTime":1838.52,"endTime":1840.98,"body":"want to have to jump through all"},{"speaker":"Julie Schulte","startTime":1838.52,"endTime":1840.98,"body":"those hoops just to start"},{"speaker":"Julie Schulte","startTime":1841.01,"endTime":1844.43,"body":"iterating it's really sort of"},{"speaker":"Julie Schulte","startTime":1841.01,"endTime":1844.43,"body":"made people Um, show up and"},{"speaker":"Julie Schulte","startTime":1844.43,"endTime":1845.99,"body":"start investing in the strategy."},{"speaker":"Aaron Moncur","startTime":1846.65,"endTime":1850.13,"body":"Yeah. Well, we all"},{"speaker":"Aaron Moncur","startTime":1846.65,"endTime":1850.13,"body":"love to hear success stories."},{"speaker":"Aaron Moncur","startTime":1850.16,"endTime":1854.72,"body":"I'm wondering, do you remember"},{"speaker":"Aaron Moncur","startTime":1850.16,"endTime":1854.72,"body":"what your first sale was? Maybe"},{"speaker":"Aaron Moncur","startTime":1854.72,"endTime":1856.73,"body":"it was your second sale, your"},{"speaker":"Aaron Moncur","startTime":1854.72,"endTime":1856.73,"body":"third sale? I don't know, one of"},{"speaker":"Aaron Moncur","startTime":1856.73,"endTime":1860.06,"body":"the very early sales like, how"},{"speaker":"Aaron Moncur","startTime":1856.73,"endTime":1860.06,"body":"did that first one happened?"},{"speaker":"Julie Schulte","startTime":1861.23,"endTime":1864.1100000000001,"body":"Well, we"},{"speaker":"Julie Schulte","startTime":1861.23,"endTime":1864.1100000000001,"body":"actually. So it's Gosh, that's a"},{"speaker":"Julie Schulte","startTime":1864.1100000000001,"endTime":1866.93,"body":"great question. Aaron. Nobody's"},{"speaker":"Julie Schulte","startTime":1864.1100000000001,"endTime":1866.93,"body":"asked me that. I remember our"},{"speaker":"Julie Schulte","startTime":1866.93,"endTime":1870.02,"body":"first seller that we signed,"},{"speaker":"Julie Schulte","startTime":1866.93,"endTime":1870.02,"body":"because we were so excited. And"},{"speaker":"Julie Schulte","startTime":1870.02,"endTime":1874.79,"body":"then we were like, Oh, my"},{"speaker":"Julie Schulte","startTime":1870.02,"endTime":1874.79,"body":"goodness, we actually. I"},{"speaker":"Julie Schulte","startTime":1874.79,"endTime":1878.3300000000002,"body":"actually went back. This is our"},{"speaker":"Julie Schulte","startTime":1874.79,"endTime":1878.3300000000002,"body":"vision. That was a PowerPoint,"},{"speaker":"Julie Schulte","startTime":1878.3300000000002,"endTime":1880.25,"body":"this solution doesn't exist. And"},{"speaker":"Julie Schulte","startTime":1878.3300000000002,"endTime":1880.25,"body":"he said, Yeah, you guys will"},{"speaker":"Julie Schulte","startTime":1880.25,"endTime":1881.96,"body":"figure it out. You've been in"},{"speaker":"Julie Schulte","startTime":1880.25,"endTime":1881.96,"body":"the industry forever. You're"},{"speaker":"Julie Schulte","startTime":1881.96,"endTime":1884.8400000000001,"body":"passionate about oh, just go get"},{"speaker":"Julie Schulte","startTime":1881.96,"endTime":1884.8400000000001,"body":"it done. And so we were like, if"},{"speaker":"Julie Schulte","startTime":1884.8400000000001,"endTime":1890.81,"body":"we cash this check, there is no"},{"speaker":"Julie Schulte","startTime":1884.8400000000001,"endTime":1890.81,"body":"turning back and go for it. But"},{"speaker":"Julie Schulte","startTime":1890.81,"endTime":1894.3200000000002,"body":"in terms of sales of components,"},{"speaker":"Julie Schulte","startTime":1890.81,"endTime":1894.3200000000002,"body":"I don't remember exactly. I know"},{"speaker":"Julie Schulte","startTime":1894.3200000000002,"endTime":1898.04,"body":"that there were a handful of"},{"speaker":"Julie Schulte","startTime":1894.3200000000002,"endTime":1898.04,"body":"early adopters, I would like to"},{"speaker":"Julie Schulte","startTime":1898.04,"endTime":1900.3500000000001,"body":"call them we had a tubing"},{"speaker":"Julie Schulte","startTime":1898.04,"endTime":1900.3500000000001,"body":"supplier, we had a balloon"},{"speaker":"Julie Schulte","startTime":1900.3500000000001,"endTime":1903.44,"body":"supplier, we had a mandrill"},{"speaker":"Julie Schulte","startTime":1900.3500000000001,"endTime":1903.44,"body":"supplier. So those were some of"},{"speaker":"Julie Schulte","startTime":1903.44,"endTime":1907.3400000000001,"body":"our early adopters. And we had"},{"speaker":"Julie Schulte","startTime":1903.44,"endTime":1907.3400000000001,"body":"several sellers, probably five"},{"speaker":"Julie Schulte","startTime":1907.3400000000001,"endTime":1910.49,"body":"or six, I would say at that time"},{"speaker":"Julie Schulte","startTime":1907.3400000000001,"endTime":1910.49,"body":"that committed to be on the site"},{"speaker":"Julie Schulte","startTime":1910.49,"endTime":1914.42,"body":"that were part of our MVP. So we"},{"speaker":"Julie Schulte","startTime":1910.49,"endTime":1914.42,"body":"actually launched a beta. And we"},{"speaker":"Julie Schulte","startTime":1914.42,"endTime":1917.8400000000001,"body":"leveraged our personal network"},{"speaker":"Julie Schulte","startTime":1914.42,"endTime":1917.8400000000001,"body":"of engineers to say, Okay, we've"},{"speaker":"Julie Schulte","startTime":1917.8700000000001,"endTime":1921.98,"body":"we've now got this live, go out,"},{"speaker":"Julie Schulte","startTime":1917.8700000000001,"endTime":1921.98,"body":"start buying stuff. So if I"},{"speaker":"Julie Schulte","startTime":1921.98,"endTime":1924.1100000000001,"body":"think about it correctly, it was"},{"speaker":"Julie Schulte","startTime":1921.98,"endTime":1924.1100000000001,"body":"probably one of the it's"},{"speaker":"Julie Schulte","startTime":1924.1100000000001,"endTime":1926.27,"body":"probably the engineering"},{"speaker":"Julie Schulte","startTime":1924.1100000000001,"endTime":1926.27,"body":"consultancy that Katie, one of"},{"speaker":"Julie Schulte","startTime":1926.27,"endTime":1928.3400000000001,"body":"my co founders was working for"},{"speaker":"Julie Schulte","startTime":1926.27,"endTime":1928.3400000000001,"body":"at the time. And she was like,"},{"speaker":"Julie Schulte","startTime":1928.3400000000001,"endTime":1930.89,"body":"guys go find anything on the"},{"speaker":"Julie Schulte","startTime":1928.3400000000001,"endTime":1930.89,"body":"site and buy it so we can make"},{"speaker":"Julie Schulte","startTime":1930.89,"endTime":1935.06,"body":"sure everything's the way that"},{"speaker":"Julie Schulte","startTime":1930.89,"endTime":1935.06,"body":"we did. But yeah, we definitely"},{"speaker":"Julie Schulte","startTime":1935.06,"endTime":1937.73,"body":"leverage the existing"},{"speaker":"Julie Schulte","startTime":1935.06,"endTime":1937.73,"body":"engineering network we had in"},{"speaker":"Aaron Moncur","startTime":1937.73,"endTime":1940.73,"body":"the early days."},{"speaker":"Aaron Moncur","startTime":1937.73,"endTime":1940.73,"body":"Oh, fun. Well, what a thrill."},{"speaker":"Julie Schulte","startTime":1941.03,"endTime":1942.2,"body":"And I'll tell"},{"speaker":"Julie Schulte","startTime":1941.03,"endTime":1942.2,"body":"you, one of the things we"},{"speaker":"Julie Schulte","startTime":1942.2,"endTime":1945.5,"body":"actually ordered the First Order"},{"speaker":"Julie Schulte","startTime":1942.2,"endTime":1945.5,"body":"was ourselves, placing ourselves"},{"speaker":"Julie Schulte","startTime":1945.5,"endTime":1950.03,"body":"and shipping it to us to make"},{"speaker":"Julie Schulte","startTime":1945.5,"endTime":1950.03,"body":"sure that like everything looks"},{"speaker":"Julie Schulte","startTime":1950.03,"endTime":1950.15,"body":"good."},{"speaker":"Aaron Moncur","startTime":1950.8400000000001,"endTime":1955.5800000000002,"body":"Yeah, I've done"},{"speaker":"Aaron Moncur","startTime":1950.8400000000001,"endTime":1955.5800000000002,"body":"some of that. Yeah. Well, let's"},{"speaker":"Aaron Moncur","startTime":1955.5800000000002,"endTime":1958.67,"body":"see, maybe just one or two more"},{"speaker":"Aaron Moncur","startTime":1955.5800000000002,"endTime":1958.67,"body":"questions, and then we'll we'll"},{"speaker":"Aaron Moncur","startTime":1958.67,"endTime":1963.14,"body":"wrap things up here. Are there"},{"speaker":"Aaron Moncur","startTime":1958.67,"endTime":1963.14,"body":"any new features or offers that"},{"speaker":"Aaron Moncur","startTime":1963.14,"endTime":1966.05,"body":"engineers can look forward to in"},{"speaker":"Aaron Moncur","startTime":1963.14,"endTime":1966.05,"body":"the future from Chamfr?"},{"speaker":"Julie Schulte","startTime":1967.43,"endTime":1970.8200000000002,"body":"Well, we the"},{"speaker":"Julie Schulte","startTime":1967.43,"endTime":1970.8200000000002,"body":"payment terms is one we have. So"},{"speaker":"Julie Schulte","startTime":1970.8200000000002,"endTime":1973.46,"body":"we've had credit card, we've"},{"speaker":"Julie Schulte","startTime":1970.8200000000002,"endTime":1973.46,"body":"been able to take credit cards,"},{"speaker":"Julie Schulte","startTime":1973.46,"endTime":1976.04,"body":"you know, but P cards have"},{"speaker":"Julie Schulte","startTime":1973.46,"endTime":1976.04,"body":"limits, and some people have"},{"speaker":"Julie Schulte","startTime":1976.04,"endTime":1979.19,"body":"access to them and other people"},{"speaker":"Julie Schulte","startTime":1976.04,"endTime":1979.19,"body":"don't. So we've been a lot"},{"speaker":"Julie Schulte","startTime":1979.19,"endTime":1981.8300000000002,"body":"people have long been asking for"},{"speaker":"Julie Schulte","startTime":1979.19,"endTime":1981.8300000000002,"body":"the ability to do net terms on"},{"speaker":"Julie Schulte","startTime":1981.8300000000002,"endTime":1985.97,"body":"the site. And I guess this is me"},{"speaker":"Julie Schulte","startTime":1981.8300000000002,"endTime":1985.97,"body":"broadly saying that we have that"},{"speaker":"Julie Schulte","startTime":1985.97,"endTime":1988.76,"body":"capability. We haven't actually"},{"speaker":"Julie Schulte","startTime":1985.97,"endTime":1988.76,"body":"promoted it broadly. But we've"},{"speaker":"Julie Schulte","startTime":1988.76,"endTime":1991.43,"body":"been working on it for several"},{"speaker":"Julie Schulte","startTime":1988.76,"endTime":1991.43,"body":"months. And we have sort of,"},{"speaker":"Julie Schulte","startTime":1991.43,"endTime":1994.1000000000001,"body":"again, a beta version that's"},{"speaker":"Julie Schulte","startTime":1991.43,"endTime":1994.1000000000001,"body":"launch right now. But that's"},{"speaker":"Julie Schulte","startTime":1994.1000000000001,"endTime":1995.9,"body":"going to be broadly and"},{"speaker":"Julie Schulte","startTime":1994.1000000000001,"endTime":1995.9,"body":"commercially available within"},{"speaker":"Julie Schulte","startTime":1995.9,"endTime":1998.75,"body":"the next couple of weeks. So"},{"speaker":"Julie Schulte","startTime":1995.9,"endTime":1998.75,"body":"that's one of them. We are"},{"speaker":"Julie Schulte","startTime":1998.75,"endTime":2003.04,"body":"actually working also, my team"},{"speaker":"Julie Schulte","startTime":1998.75,"endTime":2003.04,"body":"will probably, you know,"},{"speaker":"Julie Schulte","startTime":2003.0700000000002,"endTime":2006.3400000000001,"body":"chastise me for saying this"},{"speaker":"Julie Schulte","startTime":2003.0700000000002,"endTime":2006.3400000000001,"body":"publicly, but notify me when"},{"speaker":"Julie Schulte","startTime":2006.3400000000001,"endTime":2009.49,"body":"it's back in stock. So a lot of"},{"speaker":"Julie Schulte","startTime":2006.3400000000001,"endTime":2009.49,"body":"the inventory, as I mentioned,"},{"speaker":"Julie Schulte","startTime":2009.52,"endTime":2012.97,"body":"fluctuates. And so if an"},{"speaker":"Julie Schulte","startTime":2009.52,"endTime":2012.97,"body":"engineer is there, I know time"},{"speaker":"Julie Schulte","startTime":2012.97,"endTime":2017.0800000000002,"body":"is of the essence and speed to"},{"speaker":"Julie Schulte","startTime":2012.97,"endTime":2017.0800000000002,"body":"market is the key. But that"},{"speaker":"Julie Schulte","startTime":2017.0800000000002,"endTime":2019.21,"body":"being said, a lot of times"},{"speaker":"Julie Schulte","startTime":2017.0800000000002,"endTime":2019.21,"body":"people want to know when a"},{"speaker":"Julie Schulte","startTime":2019.21,"endTime":2023.23,"body":"certain material or product or"},{"speaker":"Julie Schulte","startTime":2019.21,"endTime":2023.23,"body":"you know, fixture is in stock in"},{"speaker":"Julie Schulte","startTime":2023.23,"endTime":2026.29,"body":"stock. So we are working on that"},{"speaker":"Julie Schulte","startTime":2023.23,"endTime":2026.29,"body":"particular function. And then"},{"speaker":"Julie Schulte","startTime":2026.29,"endTime":2029.8300000000002,"body":"honestly, we have a huge list of"},{"speaker":"Julie Schulte","startTime":2026.29,"endTime":2029.8300000000002,"body":"functional upgrades. We've done"},{"speaker":"Julie Schulte","startTime":2029.8300000000002,"endTime":2032.1100000000001,"body":"some buyer surveys, where we've"},{"speaker":"Julie Schulte","startTime":2029.8300000000002,"endTime":2032.1100000000001,"body":"reached out to our account"},{"speaker":"Julie Schulte","startTime":2032.1100000000001,"endTime":2034.3600000000001,"body":"holders and said What products"},{"speaker":"Julie Schulte","startTime":2032.1100000000001,"endTime":2034.3600000000001,"body":"do you want to see what"},{"speaker":"Julie Schulte","startTime":2034.3600000000001,"endTime":2037.27,"body":"materials what functional"},{"speaker":"Julie Schulte","startTime":2034.3600000000001,"endTime":2037.27,"body":"upgrades, and we have a whole"},{"speaker":"Julie Schulte","startTime":2037.27,"endTime":2040.96,"body":"list of product roadmap, if you"},{"speaker":"Julie Schulte","startTime":2037.27,"endTime":2040.96,"body":"will, I would say the best way"},{"speaker":"Julie Schulte","startTime":2040.96,"endTime":2043.63,"body":"to find out when those features"},{"speaker":"Julie Schulte","startTime":2040.96,"endTime":2043.63,"body":"are coming live, I won't, you"},{"speaker":"Julie Schulte","startTime":2043.63,"endTime":2046.8700000000001,"body":"know, divulge all our secrets is"},{"speaker":"Julie Schulte","startTime":2043.63,"endTime":2046.8700000000001,"body":"to just sign up for our"},{"speaker":"Julie Schulte","startTime":2046.8700000000001,"endTime":2049.7799999999997,"body":"newsletter. If you sign up for"},{"speaker":"Julie Schulte","startTime":2046.8700000000001,"endTime":2049.7799999999997,"body":"that you're you're sort of the"},{"speaker":"Julie Schulte","startTime":2049.7799999999997,"endTime":2051.85,"body":"first to know when new stuff"},{"speaker":"Julie Schulte","startTime":2049.7799999999997,"endTime":2051.85,"body":"becomes available and new"},{"speaker":"Julie Schulte","startTime":2051.85,"endTime":2052.54,"body":"features."},{"speaker":"Aaron Moncur","startTime":2053.14,"endTime":2057.04,"body":"Terrific. Very"},{"speaker":"Aaron Moncur","startTime":2053.14,"endTime":2057.04,"body":"cool. Well, Julie, is there"},{"speaker":"Aaron Moncur","startTime":2057.1,"endTime":2061.21,"body":"anything else that that we"},{"speaker":"Aaron Moncur","startTime":2057.1,"endTime":2061.21,"body":"should talk about about Chamfr?"},{"speaker":"Aaron Moncur","startTime":2061.24,"endTime":2063.73,"body":"How it helps engineers that we"},{"speaker":"Aaron Moncur","startTime":2061.24,"endTime":2063.73,"body":"haven't covered already?"},{"speaker":"Julie Schulte","startTime":2064.99,"endTime":2067.96,"body":"I think the main"},{"speaker":"Julie Schulte","startTime":2064.99,"endTime":2067.96,"body":"thing is, again, we we exist"},{"speaker":"Julie Schulte","startTime":2067.99,"endTime":2071.7999999999997,"body":"100% to service engineers at"},{"speaker":"Julie Schulte","startTime":2067.99,"endTime":2071.7999999999997,"body":"their point of need early on in"},{"speaker":"Julie Schulte","startTime":2071.7999999999997,"endTime":2075.22,"body":"the design process. So I would"},{"speaker":"Julie Schulte","startTime":2071.7999999999997,"endTime":2075.22,"body":"say if anybody's on the site, we"},{"speaker":"Julie Schulte","startTime":2075.22,"endTime":2079.27,"body":"read every single email that"},{"speaker":"Julie Schulte","startTime":2075.22,"endTime":2079.27,"body":"comes in, we look at every"},{"speaker":"Julie Schulte","startTime":2079.27,"endTime":2085.06,"body":"single suggestion. We take very"},{"speaker":"Julie Schulte","startTime":2079.27,"endTime":2085.06,"body":"seriously the buyer feedback. So"},{"speaker":"Julie Schulte","startTime":2085.09,"endTime":2088.48,"body":"if people have ideas or things"},{"speaker":"Julie Schulte","startTime":2085.09,"endTime":2088.48,"body":"they want to see, don't hesitate"},{"speaker":"Julie Schulte","startTime":2088.48,"endTime":2091.27,"body":"to submit it. Because you know,"},{"speaker":"Julie Schulte","startTime":2088.48,"endTime":2091.27,"body":"we're not some big corporation"},{"speaker":"Julie Schulte","startTime":2091.27,"endTime":2094.36,"body":"where we're not intimately"},{"speaker":"Julie Schulte","startTime":2091.27,"endTime":2094.36,"body":"involved in in iterating, the"},{"speaker":"Julie Schulte","startTime":2094.36,"endTime":2097.06,"body":"site based on what works for"},{"speaker":"Julie Schulte","startTime":2094.36,"endTime":2097.06,"body":"engineers, so that is 100% of"},{"speaker":"Julie Schulte","startTime":2097.06,"endTime":2100.2400000000002,"body":"our goal. And I'm excited that"},{"speaker":"Julie Schulte","startTime":2097.06,"endTime":2100.2400000000002,"body":"we're expanding the team. So we"},{"speaker":"Julie Schulte","startTime":2100.2400000000002,"endTime":2104.62,"body":"have a group of about, I think"},{"speaker":"Julie Schulte","startTime":2100.2400000000002,"endTime":2104.62,"body":"nine or 10 of us now. And we are"},{"speaker":"Julie Schulte","startTime":2104.65,"endTime":2108.82,"body":"we're growing pretty fast. So"},{"speaker":"Julie Schulte","startTime":2104.65,"endTime":2108.82,"body":"we've got more bandwidth. And"},{"speaker":"Julie Schulte","startTime":2108.82,"endTime":2111.67,"body":"we've got a solid dev team on"},{"speaker":"Julie Schulte","startTime":2108.82,"endTime":2111.67,"body":"the backend now. So we have the"},{"speaker":"Julie Schulte","startTime":2111.67,"endTime":2114.85,"body":"ability to execute more than we"},{"speaker":"Julie Schulte","startTime":2111.67,"endTime":2114.85,"body":"did say in the earlier days on"},{"speaker":"Julie Schulte","startTime":2115.33,"endTime":2117.37,"body":"some of these iterative"},{"speaker":"Julie Schulte","startTime":2115.33,"endTime":2117.37,"body":"improvements."},{"speaker":"Aaron Moncur","startTime":2118.09,"endTime":2120.79,"body":"Very cool. Well,"},{"speaker":"Aaron Moncur","startTime":2118.09,"endTime":2120.79,"body":"Julie, congratulations on what"},{"speaker":"Aaron Moncur","startTime":2120.79,"endTime":2123.2200000000003,"body":"you and your team have built"},{"speaker":"Aaron Moncur","startTime":2120.79,"endTime":2123.2200000000003,"body":"thus far. I'm sure it's only"},{"speaker":"Aaron Moncur","startTime":2123.2200000000003,"endTime":2125.7400000000002,"body":"gonna get better. And it just"},{"speaker":"Aaron Moncur","startTime":2123.2200000000003,"endTime":2125.7400000000002,"body":"seems like such a wonderful"},{"speaker":"Aaron Moncur","startTime":2125.7400000000002,"endTime":2129.01,"body":"solution for all of the r\u0026d"},{"speaker":"Aaron Moncur","startTime":2125.7400000000002,"endTime":2129.01,"body":"engineers out there. Thank you"},{"speaker":"Aaron Moncur","startTime":2129.01,"endTime":2129.88,"body":"for being on the show."},{"speaker":"Julie Schulte","startTime":2130.2000000000003,"endTime":2131.4900000000002,"body":"Yeah. Thanks,"},{"speaker":"Julie Schulte","startTime":2130.2000000000003,"endTime":2131.4900000000002,"body":"Aaron. Appreciate the"},{"speaker":"Julie Schulte","startTime":2131.4900000000002,"endTime":2135.2400000000002,"body":"opportunity. We're really"},{"speaker":"Julie Schulte","startTime":2131.4900000000002,"endTime":2135.2400000000002,"body":"excited to connect with you. And"},{"speaker":"Julie Schulte","startTime":2135.2400000000002,"endTime":2137.2200000000003,"body":"now you guys are doing great"},{"speaker":"Julie Schulte","startTime":2135.2400000000002,"endTime":2137.2200000000003,"body":"things. We hear a lot of good"},{"speaker":"Julie Schulte","startTime":2137.2200000000003,"endTime":2140.64,"body":"things about pipeline as well."},{"speaker":"Julie Schulte","startTime":2137.2200000000003,"endTime":2140.64,"body":"So it's fun. Appreciate it."},{"speaker":"Julie Schulte","startTime":2140.7000000000003,"endTime":2144.09,"body":"Thank you fun to be part of the"},{"speaker":"Julie Schulte","startTime":2140.7000000000003,"endTime":2144.09,"body":"network. That's really focused"},{"speaker":"Julie Schulte","startTime":2144.09,"endTime":2146.79,"body":"on this group in the stage of"},{"speaker":"Julie Schulte","startTime":2144.09,"endTime":2146.79,"body":"the process. Absolutely."},{"speaker":"Aaron Moncur","startTime":2147.37,"endTime":2150.13,"body":"Yeah. Oh, so we"},{"speaker":"Aaron Moncur","startTime":2147.37,"endTime":2150.13,"body":"talked a little bit about"},{"speaker":"Aaron Moncur","startTime":2150.13,"endTime":2152.7400000000002,"body":"there's the newsletter if they"},{"speaker":"Aaron Moncur","startTime":2150.13,"endTime":2152.7400000000002,"body":"can sign up for that anywhere"},{"speaker":"Aaron Moncur","startTime":2152.7400000000002,"endTime":2155.56,"body":"else that people should go to"},{"speaker":"Aaron Moncur","startTime":2152.7400000000002,"endTime":2155.56,"body":"learn more about Chamfr? Or is"},{"speaker":"Aaron Moncur","startTime":2155.56,"endTime":2157.4500000000003,"body":"it really just go to the"},{"speaker":"Aaron Moncur","startTime":2155.56,"endTime":2157.4500000000003,"body":"website, sign up for the"},{"speaker":"Aaron Moncur","startTime":2157.4500000000003,"endTime":2159.46,"body":"newsletter, and that's kind of"},{"speaker":"Aaron Moncur","startTime":2157.4500000000003,"endTime":2159.46,"body":"the main thing."},{"speaker":"Julie Schulte","startTime":2158.69,"endTime":2163.07,"body":"Yeah, just to"},{"speaker":"Julie Schulte","startTime":2158.69,"endTime":2163.07,"body":"reiterate, the website is C H  A"},{"speaker":"Julie Schulte","startTime":2163.07,"endTime":2168.14,"body":"M F are intentionally no e.com."},{"speaker":"Julie Schulte","startTime":2163.07,"endTime":2168.14,"body":"You can sign up for our"},{"speaker":"Julie Schulte","startTime":2168.14,"endTime":2172.25,"body":"newsletter there. So you get"},{"speaker":"Julie Schulte","startTime":2168.14,"endTime":2172.25,"body":"first. First in the know of all"},{"speaker":"Julie Schulte","startTime":2172.25,"endTime":2175.58,"body":"the new product releases, seller"},{"speaker":"Julie Schulte","startTime":2172.25,"endTime":2175.58,"body":"on boards, feature set"},{"speaker":"Julie Schulte","startTime":2175.58,"endTime":2179.12,"body":"improvements. We're also on all"},{"speaker":"Julie Schulte","startTime":2175.58,"endTime":2179.12,"body":"the socials. So we have a link"},{"speaker":"Julie Schulte","startTime":2179.12,"endTime":2182.12,"body":"follow us on LinkedIn. That's"},{"speaker":"Julie Schulte","startTime":2179.12,"endTime":2182.12,"body":"where we do the most technical"},{"speaker":"Julie Schulte","startTime":2183.29,"endTime":2186.56,"body":"technical update. So anytime a"},{"speaker":"Julie Schulte","startTime":2183.29,"endTime":2186.56,"body":"new product category is either"},{"speaker":"Julie Schulte","startTime":2186.56,"endTime":2190.01,"body":"replenished or new SKUs are in"},{"speaker":"Julie Schulte","startTime":2186.56,"endTime":2190.01,"body":"stock or a new seller. We always"},{"speaker":"Julie Schulte","startTime":2190.01,"endTime":2193.1,"body":"post on LinkedIn. We also have"},{"speaker":"Julie Schulte","startTime":2190.01,"endTime":2193.1,"body":"Twitter and Facebook any of the"},{"speaker":"Julie Schulte","startTime":2193.1,"endTime":2195.83,"body":"socials. But certainly LinkedIn"},{"speaker":"Julie Schulte","startTime":2193.1,"endTime":2195.83,"body":"and the website are the probably"},{"speaker":"Julie Schulte","startTime":2195.83,"endTime":2197.69,"body":"the two most commonly used I"},{"speaker":"Aaron Moncur","startTime":2197.96,"endTime":2200.18,"body":"love it. All"},{"speaker":"Aaron Moncur","startTime":2197.96,"endTime":2200.18,"body":"right. Well, Julie, thank you so"},{"speaker":"Aaron Moncur","startTime":2200.18,"endTime":2201.17,"body":"much again, Thanks,"},{"speaker":"Julie Schulte","startTime":2200.69,"endTime":2202.67,"body":"Aaron. I really"},{"speaker":"Julie Schulte","startTime":2200.69,"endTime":2202.67,"body":"appreciate it."},{"speaker":"Aaron Moncur","startTime":2201.69,"endTime":2209.7000000000003,"body":"I'm Aaron Moncur,"},{"speaker":"Aaron Moncur","startTime":2201.69,"endTime":2209.7000000000003,"body":"founder of pipeline design and"},{"speaker":"Aaron Moncur","startTime":2209.7000000000003,"endTime":2212.7000000000003,"body":"engineering. If you liked what"},{"speaker":"Aaron Moncur","startTime":2209.7000000000003,"endTime":2212.7000000000003,"body":"you heard today, please share"},{"speaker":"Aaron Moncur","startTime":2212.7000000000003,"endTime":2216.2400000000002,"body":"the episode. To learn how your"},{"speaker":"Aaron Moncur","startTime":2212.7000000000003,"endTime":2216.2400000000002,"body":"team can leverage our team's"},{"speaker":"Aaron Moncur","startTime":2216.2400000000002,"endTime":2220.02,"body":"expertise developing turnkey"},{"speaker":"Aaron Moncur","startTime":2216.2400000000002,"endTime":2220.02,"body":"equipment, custom fixtures and"},{"speaker":"Aaron Moncur","startTime":2220.05,"endTime":2224.31,"body":"automated machines and with"},{"speaker":"Aaron Moncur","startTime":2220.05,"endTime":2224.31,"body":"product design, visit us at Team"},{"speaker":"Aaron Moncur","startTime":2224.34,"endTime":2227.1,"body":"pipeline.us. Thanks for"},{"speaker":"Aaron Moncur","startTime":2224.34,"endTime":2227.1,"body":"listening."}]}